Emerging Trends

In Sales Management
Emerging Trends of Sales management
Technological Revolution.
Globalization.
Customer Relationship
Management(CRM).
Sales Force Diversity.
E-Selling
Team- selling Approach.
 TECHNOLOGICAL REVOLUTION
Innovation in the processing and transformation of
the information have increased the capabilities of both
the sales force and consumers.
Today consumers can collect information of product
and services, compare prices by different suppliers
and place orders through the internet.
In order to compete successfully, sales department
must adopt the latest technology.
These technological innovation helps to increase the
efficiency and reduce the cost of sales efforts.
 Globalization
A company faces competition not only from
domestic companies but also from the companies
abroad, sales management must meet foreign
competition.
They must also improve personal selling efforts in
other countries.
Companies selling goods and services in the global
market, faces new challenges due to differences in
culture, languages, lifestyle etc.
Sales mangers must develop a global perspective.
Customer Relationship Management(CRM)
It is the outcome of the combination of relationship marketing
& information technology.
Relationship marketing seems to build long-term & mutually
satisfying relationships with the key customers, distributors &
suppliers.
Information technology enables a company to provide excellent
customer service, by meeting the individual needs of each
customer.
Creating new customers is more costly as compare to retaining
them. Therefore, companies have started “CRM” program's to
expand their relationships with the customers.
The challenge before sales management is to identify the market
segments who will respond to CRM.
 Sales Force Diversity
Sales Force is becoming more and more diverse in
terms of age , caste, religion, nationality and other
demographic characteristics.
Today , the sales people are better educated and
the needs and the expectations of a diverse sales
force is different.
 E-Selling
E-selling is known as electronic commerce which
means buying and selling online by using internet.
 A lot of companies are beginning to sell product
and services online.
E-commerce is the part of e –marketing where
promotion and selling are done through the
internet.
It enables the firm to build relationships with the
target audience.
 TYPES OF E-selling
B2C- Business-to-Consumer
EX- MARKET CREATOR , SERVICE PROVIDER
ETC.
B2B- Business-to-Business
EX- E-DISTRIBUTER, B2B SERVICE PROVIDER
ETC.
C2B- Consumer-to-Business
EX- BLOGS
C2C- Consumer-to-Consumer
EX- COMMERCIAL AUCTION SITES
 Team Selling
In the recent years most of the companies have
started using a team selling approach, the purpose is
to build long – term and mutually beneficial
relationship with the customers having high sales
and profits potential.
This approach is also used to see complex products
services to the prospective customer. The selling
team usually consist of a similar executive technical
experts, sales person and a sales representative.
 It is a challenging task to design and effective
compensation plan for the selling team.