SALES MANAGEMENT

Session 2: Introduction to sales

management (cont.)

1
Sales Management
 2
Sales Management
 ROLES OF SALES MANAGER
• An accountant, a planner, a personnel manager
and a marketer
• Make sure the sales function makes the most
effective contribution to the achievement of
company objectives and goals

3
Sales Management
 SALES MANAGER DUTIES &
RESPONSIBILITIES
• Determining sales force objectives and goals
• Forecasting and budgeting
• Sales force organization, sales force size,
territory design and planning
• Sales force selection, recruitment and training
• Motivating the sales force
• Sales force evaluation and control

4
Sales Management
 MARKETING CONCEPT
Production Orientation •Consumers favor products that are
available and highly affordable.

•Consumers favor products that offer

Product Orientation the most quality, performance, and
innovative features.

•Consumers will not buy enough of the

Selling Orientation firm’s products unless it undertakes a
large scale selling and promotion effort.

Marketing Orientation •Focuses on needs/ wants of target

markets & delivering satisfaction
better than competitors.

Societal Marketing Concept •Company should make good marketing

decisions by considering consumers’
wants, the company’s requirements,
consumers’ long-term interests, and
society’s long-run interests.
5
Sales Management
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Sales Management
 PRODUCT LIFE CYCLE
STRATEGIES

Sales and profits over the product’s life from inception to decline
9-7
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 BREAK-EVEN POINT

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 THE DEMAND CURVE

9
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 THE SUPPLY CURVE

10
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 ORGANIZATIONAL IMPLICATION OF
ADOPTING MARKETING CONCEPT

11
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Sales Management