Selling & Sales Management

Sales Setting: Role of Sales in Marketing

Week 2
2nd Week 1st Session
 What is Selling?
 Selling is about identifying and meeting human and social needs by a suitable
product.

 How to do ‘Selling Management’?

 Know your “CUSTOMER”.
Sales Management

 Sales Team Formation

 Target Achievement

 Area Development

 Building Customer Profile

 Customization
Characteristics of Modern Selling
 Customer Retention & Deletion

 Database & Knowledge Management

 Customer Relationship Management

 Marketing the Product

 Problem Solving & Solution Selling

 Satisfying needs & Adding Value

Role of Sales Management

 Situation Analysis

 Objectives

 Strategy

 Tactics

 Actions

 Control
2nd Week 2nd Session
Success factors in Sales Management

 Right People (Attitude Ability Accountability)

 Right Systems

 Right Analysis

 Right Customers

 Right Actions
Relationship between Sales & Marketing

 Competitive Advantage

 Product Differentiation

 Customer Service

 Market Offering
LAW RELIGION

ETHICS
Challenges of Living Ethically

 What is Ethical Living ?

 How is it different from living religiously & Lawfully?

 Should I Live Ethically?

THANK YOU