MANAGING SALES AND DISTRIBUTION

BE-MBA Spring Semester Term 2

(March – May 2021)

Harjot Singh, LM TSM, TIET

09/14/2022
 The Changing World
of Sales Management

2
The Role of the Sales Force
Represent the Company
to Customers to Produce
Company Profit

Sales Force
Serves as a Critical Link
Between a Company and its Customers Since They:

Represent Customers to
the Company to Produce
Customer Satisfaction
Sales Leadership Trends
Yesterday Today
Natural resources Knowledge is
defined power power

Leaders commanded and Leaders empower

controlled and coach

Leaders Leaders
were warriors are facilitators

Managers Managers
directed delegate
Sales Management Trends

Transactions Relationships

Individuals Teams

Sales Volume Sales Productivity

Management Leadership

Local Global
Sales Management Process

Formulation of a strategic sales programme

Implementation of the sales programme

Evaluation and control of sales force performance

6
Sales Management Model
Describing
the Personal
Selling
Function

Determining Sales
Defining the
Developing the Directing the Force
Strategic Role of
Sales Force Sales Force Effectiveness and
the Sales
Performance
Function
Broad Role of
Sales Managers

 Determination of sales force objective and goals

 Sales force organization, size, territory, and quota
finalization
 Sales forecasting and budgeting
 Sales force selection, recruitment, and training
 Motivating and leading the sales force
 Designing compensation plan and control systems
 Designing career growth plans and building
relationship strategies with key customers
8
Effective Sales Managers:

1. Have a Strategic Perspective focused on

Customers

2. Attract, Keep, and Develop sales Talent

3. Leverage Technology
Classification of personal selling

• Industrial selling
• Retail selling
• Services selling

10
 Types of selling

• Order takers
• Order creators
• Order getters

11
 Types of Selling
(Continued) Inside Order Taker
Order
Takers Delivery Sales
People

Outside Order
Takers
Selling Order Missionary Sales
Function Creators People
New Business
Sales People

Front Line Organizational

Sales People Sales People

Order Getters Consumer

Sales People

Sales Technical Support

Support sales People
Sales
people Merchandisers

12
 Requirements for Selling well

• Market knowledge
• Knowledge of the product/service applications
• Preparation before sales calls
• In-depth understanding of the buyer’s needs
• Thoroughness and follow through
• Keeping the buyer posted
• Willingness to bat for the buyer within the firm
• Approach of a consultant – ‘Main Hoon Naa’
13
Focus on your customer

14
References
• Still, R. R. ; E W Cundiff & N A P Govoni, Sales
Management – Decisions, Strategies and Cases,
Prentice Hall of India (2017).
• Google Images
 

15
SUGGESTIONS FOR TELECOM SERVICE PROVIDERS

• Telecom service providers need to put greater focus on pre-

paid consumers to prevent them from availing MNP and
churning.

• Telecom service providers need to focus more on the

functional dimension of service quality rather than the
technical dimension of service quality.

Thank You
• Service providers need to make greater efforts to retain
those customers who have been on the network for a longer
time and who have been contributing more to the top line
or bottom line.