REVIEWER IN SALES MANAGEMENT
Fair Competition
MKTG.3
SALES MANAGEMENT
- Refers to the process of planning, directing,
and overseeing the activities of a sales team to
achieve specific sales goals and objectives and
overseeing the activities.
ETHICS IN SALES MANAGEMENT
- Refers to the moral principles and values that
guide the behavior and decision-making of sales
managers and their teams.
- Focuses on conducting business in
an honest, transparent, and
responsible manner while
considering the best interests of
customers, stakeholders, and the
broader society.
ETHICS IN SALES MANAGEMENT
1. Honesty and Integrity
- Sales managers should promote a culture of
honesty and integrity within the sales team.
This involves being truthful in communications,
avoiding deceptive tactics, and delivering on
promises.
2. Customer-Centric Approach
- Ethical sales management places the needs
and interests of customers above all else. Sales
teams should provide accurate information,
recommend products that truly meet customer
needs, and avoid pressuring customers into
purchasing products they don't need.
3. Transparency
- Sales managers should ensure that all terms,
conditions, and pricing are transparent and
easily understood by customers. Hidden fees,
undisclosed terms, and misleading information
should be avoided.
4. Respect for Customer Privacy
- Sales managers should respect customer
privacy and adhere to data protection
regulations. Personal information should be
handled responsibly and not misused.
5.
- Ethical sales management involves competing
fairly in the market. Unethical practices such as
spreading false information about competitors
or engaging in unfair pricing strategies should
be avoided.
6. Avoiding Bribery and Corruption
- Sales managers should not engage in bribery,
kickbacks, or any form of corrupt practices to
win deals or gain an unfair advantage.
7. Employee Well-Being
- Sales managers should ensure that sales
targets and quotas are achievable and
reasonable, avoiding creating an environment
where employees feel pressured to
compromise ethical standards to meet targets.
8. Ethical Leadership
- Sales managers should set a positive example
through their own behavior and decisions. They
should provide guidance and support to their
teams in making ethical choices.
9. Handling Customer Complaints
- Ethical sales management involves addressing
customer complaints promptly and fairly,
ensuring that customer concerns are taken
seriously and resolved appropriately.
10. Social Responsibility
- Sales managers should consider the broader
impact of their sales activities on society and
the environment. Avoiding products or
practices that harm communities or the
environment is part of ethical sales
management.
SALES CAREERS
QUALITIES NEEDED FOR SUCCESSFUL SELLING
1. EDUCATION
- Sales and marketing majors are appropriate
because they are equipped with a basic
background in the field of selling. Discipline
other than business that can provide the
necessary technical background in selling
industrial products is engineering. A biology and
chemistry background is good preparation for
pharmaceutical selling.
- Some knowledge also of economics,
accounting, business law, business psychology,
advertising and the ability to communicate
effectively will also be useful in this field.
2. PERSONAL CHARACTERISTICS
- Effective salespeople are good communicators.
The salesman who talks sincerely about their
companies and products give an aura of
respectability and confidence to the company
and products they sell.
- Enthusiasm is another personal quality. Full
knowledge of the product and learning that the
company is devising some methods for
improvement and expansion makes a salesman
happy and quite cheerful in the course of time.
- Married salespeople tend to perform better
than single ones. Salespersons with children
generally are more effective than those without
children.
3. Personality Factors such as persistence
and the ability to withstand rejection
appear to be positively related to
successful selling
- Effective salespersons are liable to accept
rejection and do not bother them. They simply
try their best to convince and persuade buyers
to buy the products and services that can
satisfy their needs and wants. If they don’t
make a sale, they can satisfy their needs and
wants. If they don’t make it, they are not easily
discouraged or disappointed. The capacity to
tolerate rejection or objection is essential in
selling for there will always be instances when
prospective buyers say “NO” to your offer.
4. WORK HABITS AND EXPERIENCE
- “Experience is the best teacher,” so goes a
famous saying. Through as it may seem,
salesmen should not think that experience is all
that matters for a successful career in selling.
Experience is only one of the ingredients
needed for successful selling.
- Obviously, experience in sales is preferred but
not required. Successful salespeople must
possess initiative. There must not be a need for
someone to watch over their shoulders to tell
them what needs to be done and what when to
do it.
- The basic principles of selling have been
founded. They can be taught; they can be
learned; they can be practiced. Properly
educated and trained normal individuals can
learn how to sell and sell well. In fact, it has
been reliably estimated that eight out of ten
people have the potential to become good
salespeople.
Career in Sales
Advantages of Sales as a career :
1. HIGHER INCOME
- as sales person you can earn three times, five
times or even ten times what most regular
employee get, depending on your skill, initiative
and perseverance. All you need to do is train
yourself well.
2. MORE INCENTIVES AND FASTER CAREER
ADVANCEMENT
- Your performance could easily be assessed at
any given time by checking whether you have
met your quotas, which are assigned for usual
periods of time. Thus, you can be accorded due
recognition on an annual, quarterly or even
monthly basis. Top performers are rewarded
not only with honorary trophies, plaques, or
medals but with worthy incentives such as cash,
free trips abroad, or a promotion.
3. GREATER FREEDOM OF MOVEMENT
- Unless there are sales meetings or
conferences that require your presence and
involvement, as a salesperson you are not
obliged to report at the office. Some companies
even provide their salespeople with laptop
computers so that they can regularly record
and report their progress wherever they are,
and this is often out in the field meeting clients.
Thus, unlike the office clerk who is virtually tied
to a desk, as a salesperson you have more
freedom and are practically the master of your
time.
- Traveling is an integral part of their work,
many salespersons are even provided with
service vehicles, which they use to drive or
meet their clients. This gives them greater
mobility and freedom, which ultimately leads to
increased productivity.
4. GREATER FREEDOM OF MOVEMENT MORE
FREEDOM TO DO THINGS YOUR WAY
- As a salesperson you are free to do whatever
you want to do, as long as you deliver results,
that is, you are able to close a deal or make a
sale. Of course there are many techniques you
can learn and apply that will help you get closer
to that successful transaction, but basically, you
are free to choose whatever method you prefer.
Nobody tells you what to do or how to do your
job.
5. MORE CHANCES TO MEET PEOPLE
- Your job as a salesperson will bring you in
contact with many people from all walks of life.
Like an ambassador of Goodwill, you will have
to befriend individuals of varying psychological,
social and economic backgrounds. For many,
this is what makes selling exciting and
interesting. What other job would give you the
opportunity to meet new people every single
day. As a consequence, you learn to develop
genuine empathy and concern for others, and
you enhance your ability to form long-lasting,
satisfying business and personal relationships
with everyone you meet.
6. MORE CHALLENGES
- In selling, every single day offers fresh
challenges. There are always new people to
meet and new situations to face. You have no
idea what you are going to get yourself into
next. This makes you feel excited, fulfilled, alive.
7. MORE FUN
- You work at your own pace and in your own
time, you can do anything you want , you get a
car and maybe even a laptop, and your main
task is to go out and rendezvous with different
people every day. Your daily schedule actually
includes wining and dining with your customers
at five star restaurants, hanging out at bars, and
playing tennis and golf.
The specific job opportunities in sales
management will vary depending on the
industry, company size, and location.
To pursue a career in sales management,
you'll typically need a strong background in
sales, leadership skills, and a track record of
meeting or exceeding sales targets.
1. SALES MANAGER
- Responsible for overseeing a team of sales
representatives, setting targets, and developing
strategies to meet sales goals.
2. REGIONAL SALES MANAGER
- Manages sales operations in a specific
geographic area, often supervising multiple
sales teams.
3. SALES DIRECTOR
- Oversees the entire sales department, sets
long-term strategies, and reports directly to
upper management.
4. KEY ACCOUNT MANAGER
- Focuses on managing and nurturing
relationships with key clients or accounts to
maximize revenue.
5. SALES OPERATIONS MANAGER
- Manages the administrative and logistical
aspects of the sales department, including CRM
systems and sales processes.
6. BUSINESS DEVELOPMENT MANAGER
- Focuses on identifying and pursuing new
business opportunities and partnerships to
drive growth.
7. INSIDE SALES MANAGER
- Supervises a team of inside sales
representatives who typically engage with
customers via phone or online channels.
8. CHANNEL SALES MANAGER
- Manages sales through distribution channels,
partners, or resellers.
STRATEGIC ROLES OF SALES MANAGEMENT
WHAT IS STRATEGIC ROLE OF SALES
MANAGEMENT?
Creating a sales management strategy is one of
the easiest ways to increase your revenue and
profitability. Sales management is about
leading the people and processes your
company uses to sell to prospects and convert
them into customers. Responsibilities include:
Tracking revenue against goals.
SALES MANAGEMENT STRATEGY
Responsibilities include:
 Building the right sales strategy
 Hiring the right team
 Creating the right compensation plans,
territories, and quotas
 Setting the right projections
 Motivating your team
 Tracking revenue against goals
 Resolving conflicts
 Training and coaching sales reps
 Managing processes
 Getting the sale!
CORPORATE STRATEGY AND THE SALES
FUNCTION
CORPORATE STRATEGY
- In the hierarchy of strategy, corporate
strategy is the highest and broadest strategic
plan of the organization.
HOW DOES THE CORPORATE MISSION
STATEMENT AFFECT SALES MANAGEMENT
ACTIVITIES?
- The mission statement provides direction and
guidance for strategy development and
execution throughout the organization.
FOUR TYPES OF GENERIC CORPORATE
STRATEGIES
 STABILITY STRATEGIES
- Make no change to the company’s current
activities.
 GROWTH STRATEGIES
- Expand the company’s activities.
 RETRENCHMENT STRATEGIES
- Reduce the company’s level of activities.
 COMBINATION STRATEGIES
- A combination of the above strategies.
CORPORATE STRATEGY VS BUSINESS
STRATEGY
- Compared to business strategy, corporate
strategy examines success from a higher level.
STRATEGIC BUSINESS UNIT (SBU)
- It is a specialized sub-system of the company
that serves as an independent entity. A
company's business strategy is developed for
each SBU inside the company defining how they
plan to compete effectively within the market.
BUSINESS UNIT
 They are in the organizational structure
 They are an organizational unit that does
not have a separate legal personality
 They are known to utilize the "product-
market" strategy
 Their actions are very crucial and decisive
importance in the company
 They have a divisional structure
determined by the size of production,
technology, and research activities,
marketing activities, and financing and
accounting processes.
 BUSINESS STRATEGY AND THE SALES
FUNCTION

WHAT IS BUSINESS STRATEGY?

- is the combination of all the decisions and
actions taken by a company in order to achieve
its objectives and maintain a competitive
market position.

IMPORTANCE OF BUSINESS STRATEGY

- a business goal without a strategy is nothing
more than a silly idea. If you enter a market
without a well-thought-out strategy, you are
taking a risk.
FEATURES OF STRATEGIC OBJECTIVES OF
STRATEGIC BUSINESS UNIT FIVE REASONS WHY A STRATEGY IS
- The strategic objectives of an SBU affect the NECESSARY FOR YOUR BUSINESS
development of the sales organization, the  Planning
activities of the sales manager, and the selling  Strengths and Weaknesses
tasks performed by the people. All these  Efficiency and Effectiveness
objectives are achieved with the help of the  Competitive Advantage
sales organization policies which were designed  Control
for the SBU.
LEVELS OF BUSINESS STRATEGY
HOW DOES DEFINING THE SBU AFFECT SALES
MANAGEMENT?
 The company's salesforce may have to
merge.
 A new salesforce is needed to be
established
 The existing salesforce may have to
reorganize in order to perform new
activities

SALES FUNCTION
- It is a department that is directly responsible BUSINESS STRATEGY EXAMPLES
for the actual interaction with the client, per se.  Creating a new market
it is responsible for making the amazing  Buying the competition
long-term impact to the customer.  Product differentiation
 Cost leadership
HOW IS CORPORATE STRATEGY AND SALES
FUNCTION RELATED? MARKETING STRATEGY AND THE SALES
- Corporate strategy is a big umbrella that FUNCTION
directs the whole company. The teams involved
must create a strategy that can benchmark WHAT IS A MARKETING STRATEGY?
their future plans. These plans are aligned to • A marketing strategy is a long-term planning of
the overall work in the different departments business objectives that the company wants to
under the corporation. achieve.
• Marketing strategies to each market should
reinforce the differentiation competitive
advantage that the strategic business unit (SBU)
tries to enforce.
STRATEGIC BUSINESS UNIT (SBU)
- Can be defined as an independent department
as a sub-unit of a large organization that is fully
functional and focuses on a target market.
KEY POINT: MARKETING MIX
- There are four elements that make up the
marketing mix in which the 4Ps of marketing are
found to shape the crucial strategies to generate
profits in the company and boost sales:
 Product strategies
 Pricing strategies
 Distribution strategies
 Promotion strategies
MARKETING MIX ELEMENTS AND PERSONAL
SELLING
 Promotion is one of the market mix elements,
and a term used frequently in marketing. The
specification of five promotional mixes or
promotional plans. These elements are
personal selling, advertising, sales promotion,
direct marketing, and publicity Selling
through a person to person communication
process.
 One of the difficult challenges facing the
marketing strategist is making sure that
decisions concerning the product,
distribution, price, and marketing
communications areas result in an effective
marketing mix.
 Different ways the mentioned elements can
be combined to form a marketing mix so the
development of a unique marketing mix may
produce competitive advantages in the
marketplace.
INTEGRATED MARKETING COMMUNICATIONS
 Integrated marketing communications (IMC):
The science of aligning a variety of touch
points between an organization and its
consumers in terms of unified and clear
messaging. Marketing has evolved
significantly, particularly in the recent,
technology-driven social media economy.
 Although marketing communications
strategies are typically driven by advertising
or personal selling, most firms use a variety
of tools in their marketing communication
mix.
 Integrated Marketing Communication (IMC)
is the strategic integration of multiple
marketing communications tools in the most
effective and efficient manner.
OBJECTIVE TO USE
- most cost-effective tool to achieve the
desired communication objective and to
ensure a consistent message is being
communicated to the market. A typical
approach is to use some form of advertising
to generate company and product awareness and
to identify potential.
CONSUMER MARKETS
• Television Advertisement.
• Literature, Coupon, etc.
• Ad, Direct Mail, Radio Ad, etc.
• Catalog and Directory.
• Public relations, trade shows, and public
exhibitions.
Two Content Layout with Table
• First bullet point here
• Second bullet point here
• Third bullet point here.
BUSINESS MARKETS
 Personal Selling, Print Ad, Direct Mail.
 Trade Show and Exhibitions, Catalogues
 Directories,
 Literature, Coupons
 Public Relations, Dealer and distributor
materials
SALES STRATEGY
WHAT IS SALES STRATEGY?
- is a detailed plan for boosting sales revenue.
IMPORTANCE OF SALES STRATEGY
- it is important to the success of your business,
without a well defined strategy, yours may stall
or even fail.
MARKETING VS. SALES STRATEGY
- Marketing is important to sales, but your
marketing strategy is not your sales strategy.