S&D

Pgp-2010-2012
Session -1
Prof: Subrata Majumdar
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• ‘Sales Management is the management of the
personal selling component of an organization's
marketing program’-states Spiro in his
introduction.
• To this we add on the dynamics of the last to
P’s- place and promotion at the level of the
‘Customer Interface’.
• An interesting concept is the study of ‘Outside
Sales Force’.
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• Outside Sales Force stands in contrast to all flow of
walk-ins or customers coming for over the counter
sales.
• An outside sales force encompasses a host of
activities from a sales call to c&f, whole sellers,
retailers etc.
• The outside of sales force has the objective of
placing the product in right condition, at right price
at various intermittent points to ensure the rightful
transaction, exchange or ‘A Sale’.
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• Spiro-Fig1-2.
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• Transactional Selling talks of :Getting new
accounts, grab an order, undercutting to get the
sale, manage all accounts for short runs agenda,
sell to anyone possible.
• Relationship Selling talks of : Retention, preferred
supplier status, price for an healthy contribution.
Collaborative and Inclusive in nature.
• Discuss: These two scenarios in today’s context
• Time :10 minutes.
 Leadership Styles
• Refer: To the Blake &Mouton Model on
Leadership Style.
• Discussion
• Comment on these Styles with respect to
Sales Force Management : 20 minutes