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Sales management is simply management of an organization personal selling function. Sales managers are involved in both the strategy( planning) and people (implementation) aspect of personal selling as well as in evaluating and controlling personal selling activities.
Nature of personal selling Human element is critical (long term relationship. salesperson becomes the company for the customer ) Customer confidence is enhanced if promises are kept Customer can act immediately decision on the spot Customers are treated as individuals (needs and wants) .
pricing etc . promotion. credit.Changes in selling Good salesperson are persuaders and negotiators Problem solvers should build and enhance relationship with customers Often involve other aspects than just sale like distribution.
Shift in selling strategy Customer focus Greater emphasis on knowledge Business relationship building In-depth and frequent interaction with the customer (customer retention) .
understanding and satisfying customer needs Demonstrating knowledge Demonstrating responsiveness .New type of customer requiring a new type of Salesperson Sell strategic solutions Sell group to a wider and high level of decision makers Become a trusted business consultant and advisor Be invigilant in identifying.
research and analysis .Factors that differentiate Top Salespeople Better prepared More proactive More hardworking More skilled in relationship building and other ´people skillsµ More thorough in their planning.
What does it take to Succeed? Attitude Knowledge skills .
clearly understand and anticipate their customer needs and develop mutually supportive roles Relationship selling Team selling Value added selling Consultative selling .Modern sales approaches Partnership : salesperson share the same value with their customers.
Sales management Trends From Transactions Individual Sales volume productivity Local To Relationship Teams Sales Global .
Effective sales Managers Focused on customers Attract. keep and develop sales talent Leverage technology .
compensate.Managing a sales force is a complex task Must bridge gap between buyer and seller But must also hire. evaluate. assign. motivate. coach and lead the sales force to reach sales goals Today these tasks must be accomplished in the global marketplace Global role is more complex and uncertain . train.
inexpensive long distance Customer relationship management Interwoven with relationship marketing .Technological Innovations Changing the way people live and work Internet Instant feedback ² customer response Web pages ² track customers Amount of information provided Communications Cell phones. faxes.
Relationship Marketing Serve customer needs to maintain longterm and profitable relationship ² Expensive to make empty sales calls ² Need to facilitate a ´Win-Winµ situation ² Information technology allows firms to compute profit stream for each firm ± Differing service levels per customer possible .
Are all customers and all sales good? ² Should a firm sell to anyone who wants to buy? ² Why or why not? What criteria should we use to select customers? Should selection criteria be measurable? Why or why not? ² If the answer is ´no.µ how do we make sure customers are worth our effort? .
Sales management decision making .
Planning and Organizing Sales plan and budgets Estimate demand and forecast sales Organize and structure sales force .
Developing Recruiting Selection and orientation of new salesperson Training .
Directing Design territories and routes Set sales quotas and standards Compensate the sales force Lead the sales force .
Controlling and evaluating Analyze sales. social responsibility and legal compliance . costs and volume Measure and evaluate sales force performance Monitor sales force behavior in terms of ethics.
Marketing Strategy Personal selling function objectives and strategy Sales force size sales manager objectives sales force organization objectives Recruitment & selection Training Motivating and compensating Evaluation of sales person .