Professional Documents
Culture Documents
Objectives
Provide an introduction to sales management Who does a sales manager manage? Where does sales management fit into the integrated marketing communication process
Sales Management
Firm
Sales Managers
Customer
Value
Sales Management
Firm Sales Managers Personal Sales Representatives Customer
Value
Sales Management
Sales Managers Personal Sales Representatives
Sales Management
Sales Managers Personal Sales Representatives
Sales Management
Overview Sales Environment
Supervising
Planning
Sales Managers
Motivating Recruiting
Training
Managing
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Sales Management
Overview Sales Environment
Supervising
1) 2) 3) 4) 5)
Planning
Past Present Sales Environment International Organizing Future Personal Sales Reps
Sales Managers
Motivating Recruiting
Training
Managing
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Sales Environment
Past (L9)
Industrial Revolution After WWI the need for mass distribution became evident 1950s and the marketing concept
Sales Environment
Present (L9)
Relational Approach Current Jobs in Sales Opportunities in Sales Management
Sales Environment
Organizing the Sales Force (L10)
Organizing- the assignment of tasks, the grouping of task into departments, and the allocation of resources to departments
(Source: Futrell)
Sales Environment
The Sales Environment (L11)
Legal Issues
Consumer protection laws Antitrust laws Unfair trade practices Fraud and misrepresentation Uniform Commercial Code Direct-to-consumer sales Antidiscrimination laws
Ethical Issues
Creating ethical corporate structures Relationships with customers Relationships with competitors Relationships with the firm Relationships with society
(Source: Hite and Johnston)
Sales Environment
International (L12)
Ethnic composition Religious orientation Social class environment Education Gender bias Differences in negotiating styles Differences in decision making Job status and company protocol Social aspects Perceptions of time Personal relationships
(Source: Hite and Johnston)
Sales Environment
Future (L27)
What does the sales organization of the future look like?
Sales Management
Overview Sales Environment
1) 2) 3) 4) 5)
Planning
Automation Forecasting Financial Planning Quotas Time and Territory Personal Sales Reps
Supervising
Sales Managers
Motivating Recruiting
Training
Managing
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Planning
Planning-is 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
(Source: Futrell)
Planning
Automating the Sales Force (L13)
Hardware
Type of computers, printers, copiers, phones, etc.
Software
What type software does the sales force need?
Planning
Sales Forecasting (L14)
How do we forecast sales?
Sales force composite Jury of executive opinion Survey of buyer intentions Trend projections Moving averages Exponential smoothing Regression Econometric models
Planning
Financial Planning for Sales (15)
Budgeting
Salespeople expenses Administrative expenses Other selling payroll Other selling expenses Communication expenses
Profit objectives
Break-even analysis Controlling the budget Selling the budget to top management
(Source: Hite and Johnston)
Planning
Quotas (L16)
Sales quota- the specific sales or profit objective a salesperson is expected to achieve
(Source: Perreault and McCarthy)
Planning
Time and Territory Management (L17)
Optimum time must be spent with those prospects with the greatest potential
Sales Management
Overview Sales Environment
1) Recruiting 2) Selecting
Planning
Supervising
Sales Managers
Motivating Recruiting
Training
Managing
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Recruiting
Recruitment- set of activities and processes used to legally obtain a sufficient number of individuals that takes the peoples and the sales forces best interests into consideration
(Source: Futrell)
Recruiting
Recruiting (L18)
The sales manager should recruit individuals whose values and goals match those of the firm
(Source: Hoffman et al)
Recruiting
Selecting (L19)
What is the firm looking for?
People that can sell successfully Remain with the company over a long period of time
Problems
Legal and ethical restrictions Firm must maintain a good image Must have a valid job description
Sales Management
Overview Sales Environment
Supervising
Planning
Sales Managers
Motivating Recruiting
Training
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Training
Sales Training- effort put forth by an employer to provide the salesperson job related culture, skill, knowledge, and attitudes that result in improved performance in the selling environment
(Source: Futrell)
Training
Training (L20)
What is needed for a training program to work?
Provide a job description Provide product knowledge Provide company knowledge Provide market knowledge Selling techniques
Why train
Training
Developing (L21)
Everything changes over time so constant training is needed When can advanced training techniques be used?
Sales Management
Overview Sales Environment
Supervising
Planning
Sales Managers
Motivating Recruiting
Training
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Motivating
The most commonly used definitions of salesperson motivation include three dimensions: (1) intensity, referring to the amount of mental and physical effort put forth by salespeople, (2) persistence, describing the salespersons choice to expend effort over a period of time, and (3) direction, implying that salespeople choose where their efforts will be spent among various activities.
(Source: Ford, Walker, and Churchill)
Motivating
Motivating (L22)
Recognition Awards
Special communications
Motivating
Compensating (L23)
Salary Commission Bonus Combinations
Motivating
Indirect Incentives (L24)
Expenses allowances Sales contests
Themes Prizes Advantages Disadvantages
Supervising
Leadership (L25)
Leadership- the process of getting things done through others Leadership Styles Types of leadership
(Source: Hite and Johnston)
Supervision (L25)
Supervision- the actual oversee and directing of the day-to-day activities of salespeople
(Source: Futrell)
Sales Management
1) Leadership 2) Supervision 3) Evaluating
Supervising Overview Sales Environment
Planning
Sales Managers
Motivating Recruiting
Training
Managing
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Supervising
Evaluating (L26)
Analysis of sales volume Marketing cost analysis
Sales Management
Overview Sales Environment
Sales Managers
Supervising
Planning
Motivating Recruiting
Training
Managing
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Definition
Personal Selling (L4)
Personal Selling- is direct oral communication designed to explain how an individuals or firms goods, services, or ideas fit the needs of one or more prospective customers
Identifying Needs
Identifying Needs
Approach (L7)
Presentation (L7)
Follow up
Types of Communication
Marketing Product Promotion Place Price
Personal Selling
Public Relations
Advertising
Sales Promotion
Direct Marketing