Amity School of Business

Amity School of Business

BBA V Semester Sales and Distribution Management Module-1

INTRODUCTION

Amity School of Business

OBJECTIVE (Gen)
Introduction to Sales Management Evolution, objective, functions and importance of sales management Nature and role of sales managers job. Sales management as a career. Emerging trends in sales management

Amity School of Business

SALES MANAGEMENT

What is Sales Management? 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. -American Marketing Association 1960

The management of sales force

Amity School of Business

Evolution of Sales Management

1. 2. Situation before industrial revolution (1760AD) Pre industrial revolution ( Before 1760) Dominating small scale manufacturers Manufacturing was the major objective Selling was easy Situation after industrial revolutions Post liberalization revolution Large scale manufacturing organizations Separate departments for manufacturing, finance and sales Selling was not easy Need to identify new markets Marketing function splits into sales and other functions like market research, advertising, physical distribution

Amity School of Business

Objectives of sales management

Three general objectives: Sales volume Contribution to profits Continuing growth

Amity School of Business

Nature and Importance of Sales Management

Integration with marketing

management Relationship selling Varying sales responsibilities

Amity School of Business

Importance of Sales Management

The only function / department in a company that generates revenue / income The financial results of a firm depend on the performance of the sales department / management Many salespeople are among the best paid people in business It is one of the fastest and surest routes to the top management

Amity School of Business

Roles and Skills of a Modern Sales Manager

Some of the important roles of the modern sales manager are: A member of the strategic management team A member of the corporate team to achieve objectives A team leader, working with salespeople Managing multiple sales / marketing channels Using latest technologies (like CRM) to build superior buyer-seller relationships Continually updating information on changes in marketing environment

Amity School of Business

Skills of a Successful Sales Manager

People skills include abilities to motivate, lead, communicate, coordinate, team-oriented relationship, and mentoring Managing skills consist of planning, controlling and decision making. organizing,

Technical skills include training, selling, negotiating, problem-solving, and use of computers

Amity School of Business

Sales Management Functions

Amity School of Business

PLANNING
The conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them.

Sales Management Functions

Amity School of Business

Amity School of Business

STAFFING
Activities undertaken to maintain effective sales organization. attract, develop, and personnel within an

Sales Management Functions Amity School of Business

Amity School of Business

SALES TRAINING
The effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment.

Sales Management Functions

Amity School of Business

Amity School of Business

LEADING
The ability to influence other people toward the attainment of objectives.

Sales Management Functions

Amity School of Business

Amity School of Business

CONTROLLING
Monitoring sales personnels activities, determining whether the organization is on target toward its goals, and making corrections as necessary.

Sales Management Functions

Amity School of Business

Amity School of Business

Sales management as a career.

According to US News and World Report, Sales Manager is one of the 50 Best Jobs of 2011 with a predicted increase of 51,800 job openings in the field by 2015 - a 15% growth rate. Skills required for Success in Sales: Excellent communications skills Strong planning and organization skills Excellent people management skills Good team worker Openness and cooperation Self-motivated, self-disciplined and having the ability to work to tight deadlines Excellent written and verbal English skills Computer literate Academically sound.

Levels of Sales ManagementAmity School of Business Positions

CEO / President V. P. Sales / V. P. Marketing

Top-Level Sales Managers / Leaders

National Sales Manager Regional / Zonal / Divisional Sales Managers District / Branch / Area Sales Managers Middle-Level Sales Managers

First / Lower Level Sales Managers

Sales Trainee / Sales Person / Sales Representative

Amity School of Business

Technology

Customer orientation

Emerging trends in sales management

Relationship selling

Global and ethical Issues

New selling methods

Emerging trends in sales management

Amity School of Business

Vendor Management
A vendor can be any person or a company that is providing services or products on behalf of a covered entity. Vendor Management is the management and control, by an entity, of those third parties that supply goods and/ or services to that entity. A Vendor Management System (VMS) is an Internet-enabled, often Web-based application that acts as a mechanism for business to manage and procure staffing services - temporary, and, in some cases, permanent placement services - as well as outside contract or contingent labor. Typical features of a VMS application include order distribution, consolidated billing and significant enhancements in reporting capability that outperforms manual systems and processes.

Amity School of Business

Enterprise resource planning (ERP)

"Software solution that addresses the enterprise needs taking the process view of an organization to meet the organizational goals tightly integrating all functions of an enterprise." Enterprise resource planning (ERP) integrates internal and external management information across an entire organization, embracing finance/accounting, manufacturing, sales and service, customer relationship management, etc. ERP systems automate this activity with an integrated software application. Its purpose is to facilitate the flow of information between all business functions inside the boundaries of the organization and manage the connections to outside stakeholders.

Amity School of Business

ERP systems can run on a variety of hardware and network configurations, typically employing a database as a repository for information. ERP systems typically include the following characteristics: An integrated system that operates in real time (or next to real time), without relying on periodic updates. A common database, which supports all applications. A consistent look and feel throughout each module. Installation of the system without elaborate application/data integration by the Information Technology (IT) department

Amity School of Business

Sales Force Automation (SFA)

Abbreviated SFA, sales force automation is a technique of using software to automate the business tasks of sales, including order processing, contact management, information sharing, inventory monitoring and control, order tracking, customer management, sales forecast analysis and employee performance evaluation. SFA is often used interchangeably with CRM; however, CRM does not necessarily imply automation of sales tasks. SFA tool is often an integral part of an Enterprise Resources Planning (ERP) system

Amity School of Business

Sales automation systems provide several key functions, plus a wide variety of extra features that are used by a small portion of a sales force. a. b. c. d. e. The main functions of a sales automation system include: Contact management Opportunity management Action Items Appointment Scheduling Messaging (e-mail, letter, & fax)

One important side benefit of providing a sales force with a sales automation system is that sales management is able to generate reports, such as:  Sales activity reports  Sales forecasts