Professional Documents
Culture Documents
Chapter 1
.
Introduction to Sales Management
Learning Objectives
To understand the concept of sales management
Business
management
Consultative
selling
Negotiation
Persuasion
Marketing concepts
The five different marketing concepts:
1. Exchange concept
2. Production concept
3. Product concept
4. Selling concept
5. Marketing concept
6. Societal concept
Selling & Marketing Concepts
Nature and role of sales management
Specific duties and responsibilities of a sales manager:
The determination of sales force objective and goals
Designing career growth plans and building relationship strategies with key
customers
Integration of technology with sales function
Services selling
Order creators
Missionary salespeople – persuade customers to promote a
seller’s brand
Types of personal selling
Order getters
Set of people who persuade customers to make a direct purchase
• Organizational salespeople
• Consumer salespeople
• Technical support salespeople
• Merchandisers
Differences between Selling and Marketing
No. Selling Marketing
1 Emphasis on product Emphasis on consumer needs and wants
2 Company manufactures the product first and then Company first determines customers’ needs and wants
decides to sell it and then decides on how to deliver a product to satisfy
these wants
8 Different departments work as highly separate All departments of a business operate in an integrated
watertight compartments manner, the sole purpose being generation of
consumer satisfaction
Starting Ends
Focus Means
point
Marketing Concept
Marketing exchange process
Market anticipation
Marketing mix
• Product
Producer/ • Price
marketer Consumer
• Place
• Promotion