Sales Management Session 1

Peddlers

Barter

system and small traders

Baniyas

Roman

meaning of sales person is Cheater

Henry Patterson Father of Modern sales management

Great

John

expansion in the area of sales coverage department grew in its importance

Sales

Management of all marketing activities including advertising, sales promotion, marketing research, physical distribution, pricing and product merchandising.

Sales management is the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force.

Sales volume to profits

Contribution

Continuing

growth

` ` ` ` `

Persuasion Negotiation Consultative selling Business Management Partnership strategies

` ` ` `

Production concept Product concept Sales concept Marketing concept : Target market, customer needs, integrated marketing and profitability Societal marketing concept

Industrial selling
x x x x Selling to resellers Selling to business users Institutional selling Selling to governments

` `

Retail selling Services selling

Inside order taker Delivery SP Order takers Outside order taker Missionary SP

Selling function

Order Creators

Order getters Technical support SP Merchandiser

Front line SP

New business SP Organizational SP

Sales support SP

Consumer SP

Class activity

Four stage process 1. Analysis 2. Planning 3. Implementation 4. Control

`

Market anticipation Producer/ Marketer Marketing mix 4Ps

Consumer

Exchange offer Of value

1.

Formulation of strategic sales management program: The SSP should consider environmental issues affecting the business It should organize and plan the companys overall personal selling efforts and integrate it with companys marketing strategy

Selecting appropriate sales personnel, training them, leading them, motivating them, designing and implementing of policies and procedures that will direct the efforts of the sales people towards achieving corporate objectives.

Determinants of SPs performance Sps views of job requirements, role perceptions Supervision Environmental variables Selection and recruitment Aptitude Performance Sales volume Quota allocation Selling expenses Profitability of customers Level of customer service Sales reports Ethical practices

Sales training

Skills

Motivation, compensation And rewards

Motivation level

Sales analysis Cost analysis Behavioral analysis

Self reading

with other elements in the marketing program Coordination with the distribution network Gaining product distribution Obtaining dealer identification Reconciling business goals Sharing promotional risks Coordination and implementation of overall marketing strategy

Coordination

Sizing

up the situation Setting quantitative performance standards Gathering and processing data on actual performance Evaluating performance Action to correct controllable variation Adjusting for uncontrollable variation

control Formal control and written sales policies Policy formulation and review Formal control over sales volume Budgetary control
Informal