Sales Mgt

NISHITH JAIN
 INTRODUCTION

 sales management“ originally referred exclusively to the

direction of sales force personnel. "sales management" meant
management of all marketing activities,including advertising,
sales promotion, marketing research, physical distribution,
pricing & product merchandising.
 Sales management is attainment of an organization's sales goals
in an effective & efficient manner through planning, staffing,
training, leading & controlling organizational resources.
Revenue, sales, and sources of funds fuel organizations and the
management of that process is the most important function
 OBJECTIVES
 Sales managers in modern organization are required to be
customer-oriented and profit-directed and perform several tasks
besides setting and achieving personal selling goals of the firm.
 From the company view point the sales management has the
following three broad and important objectives namely:
 Sales volume
 Contribution to profit
 Continuing growth.
 PERSONAL SELLING
 Personal selling occurs where an individual salesperson sells a
product, service or solution to a client. Salespeople match the
benefits of their offering to the specific needs of a client.
 Today personal selling involves the development of longstanding
client relationships.
 BENEFITS OF PERSONAL SELLING

Use fewer resources, pricing is often negotiated.

Products tends to be fairly complex. Ex financial
services on car
Clients prospects need specific information.
 STAGES IN PERSONAL SELLING PROCESS ARE

 PROSPECTING- Prospecting is all about finding prospects or

potential new customers.
 MAKING FIRST CONTRACT-This is a preparation where they
goes through with the client.for ex via mail
 THE SALES CALL OR SALES PRESENTATION-It is best to
be enthusiatic about your product or service. If you are not
excited don’t expect your product to be excited
 OBJECTIVE HANDLING-Objective handling is the way in
which sales people tackle put in their way by client
 CLOSING THE SALE- This is a very important stage . Often
sales people will leave without ever successfully closing a deal.
DIFFERENCE BETWEEN SALES
MANAGEMENT , PERSONAL
SELLING,& SALESMANSHIP
 SALES MANAGEMENT

 Sales management directs the personal selling efforts, which in

turn is implemented largely through salesmanship. For example
instant term life insurance rates company having many
different life insurance quotes online options with them. Sales
management directs all different marketing option to be planed
and organize to achieve profits and more customers.
 PERSONAL SELLING
 Personal selling is a broader concept than salesmanship, personal
selling is the art of successfully persuading prospects or
customers to buy a product or services from which they can
derive suitable benefits, thereby increasing their total satisfaction.
A window treatment company who are selling vertical blinds,
roman shades and other types of blinds online, their individual
agents who are selling their products to different architects and
interior designer. Such sells consider as personal selling.
 SALESMANSHIP


Salesmanship, then, is seller-initiated effort that provides
prospective buyers with information and other benefits,
motivating or persuading them to decide in favor of the seller’s
product or service. For example in business meeting a salesman
from motels in California is explain their different California
motels specifications