nature and importance of sales management ppt
Another aspect of adoption of technology has been the way the salespeople perform their jobs. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Nature of Marketing 1. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. He should know what he is supposed to do at the workplace. A sales manager is a leader who oversees the sales team. A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. These pheriwallahs move from village to village and sell sarees, dress materials, and spices mostly in the rural markets of India, because rural housewives have lesser mobility than urban housewives. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. Activate your 30 day free trialto continue reading. These cookies ensure basic functionalities and security features of the website, anonymously. Click here to review the details. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. The nature and scope of management is a broad topic. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that youve provided to them or that theyve collected from your use of their services. The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. Business Environment- Economics Perspective. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Business world is under a flux due to the emergence of new enterprises including virtual organizations. The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. A salesperson devoid of proper sales skills and ignorant about market information always creates a negative image of a firm despite the firm having a superior product in the market. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. So there is no need of a sales call to be made with the routine customers. With the advent of Internet technology and Web-based platforms for interaction with customers, personal selling has become a method of marketing communication which fosters personalized and interactive dialogue with customers. Verffentlicht am 25. We are proud of our vibrant, incl The sales management is the foundation of the whole structure of a sales organization. The modern concept of sales management revolves around the development of human resources. It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. Meaning of Sales Management 3. Knowing How to Meet the Buyer Step 3. You can read the details below. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. Sales management interfaces with the distribution channels and the external public. Deepak Dwivedi Measuring and monitoring their performance. Sales management is solely concerned with the direction and control of the sales force. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. A sales manager should decide what kind of aptitude is required for performing the selling function and then should go to develop the recruitment and selection criteria to ensure that the right kind of people with right ability and capabilities are hired for the enterprise. A salespersons job is defined by the roles and expectations of the sales manager, the marketing manager, his family members, and other employees in the organization. The cookie is used to store the user consent for the cookies in the category "Performance". The salespeople should be motivated enough to stay committed to the job and contribute incessancy. By accepting, you agree to the updated privacy policy. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? By clicking Accept, you consent to the use of ALL the cookies. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. Normally the top management finalises the qualitative objectives for the organization. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. Process 8. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Objectives 5. Human and financial resources, the level of capacity utilization, and the innovation cycles prevailing in the environments can help and decide a companys ability to pursue particular types of strategies such as staying in the same market or expanding the market. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. 2. By accepting, you agree to the updated privacy policy. The consumer is the ultimate end-user of the product. Before uploading and sharing your knowledge on this site, please read the following pages: 1. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. It is observed that in the late 1980s and 1990s, many organizations started using non-traditional methods of selling such as telemarketing, key accounts management, part-time sales force, team selling, and Web-based e-selling techniques. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Tap here to review the details. 1 Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. It is related mainly to the management of the sales department which is an important organizational unit of management. A Sales Plan is a crucial tool in helping us succeed in sales, writing down a plan makes it a reality and helps us to identify risks and formulate a battle plan. In many companies, the salespeople are trained regularly to increase their knowledge regarding the emerging global competition and the application of technology in the selling function. Though the above statements give a simplistic view of sales managements role in an organization, there are complex processes, systems involving a whole set of principles, strategies, techniques, and personal skills to cover different facets of the sales function. Paul Hermann described Bronze Ages travelling salespersons sample case. Study Resources. Planning and control go hand-in-hand. The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. Looks like youve clipped this slide to already. As organizations grow in size, formal control is exercised. A salesperson plays the role of a connecting link between a seller and a buyer. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. This cookie is set by GDPR Cookie Consent plugin. Sales management, according to the above definition, is the management of the sales force. Expert Help. We've updated our privacy policy. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. The very nature of principles of management contributes to its importance. The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. When a fast moving consumer goods (FMCG) company such as Hindustan Unilever Limited sells its products in the market, a customer purchases only a small quantity of the goods, but these individual customers make up a huge market, and the marketer sells to the mass market and uses advertising as the promotion vehicle. Looks like youve clipped this slide to already. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. The most important is the customer orientation in Indian organizations. ADVERTISEMENTS: Sales objectives may have to be revised in the light of the feedback received. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi Personal selling- Meaning, definition,objectives of training programs and cla Unit 1 of Sales & Distribution Management, Development and management of sales force, Why Difficult Wars Make Good Lessons (Christopher Nichols), chemistrystoichiometry-200828050319-1.pptx, Briefly explain the difference between a unitary state and a.docx, Harmonizing-Senior-High-School-Subject-Offering-11.pptx, Brisbane State High Paper Contract Analysis.docx, Ayala_David_Alumno1_Lema_Henry_Alumno2. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. At a time when hardware was the name of the game, Explain the . Sales management interfaces with other marketing functions while policies of these functions are being formulated. It helps to achieve organizational goals and objectives by focusing on the aim and planning a strategy regarding achievement of the goal within a timeframe. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. This involves decisions related to forecasts, quota, and budget-setting. Determining sales force objectives and goals, 2. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. 3. This decision is set to explain the firms personal selling strategy. The SlideShare family just got bigger. Job of selling presentation/ Telling the Product & quot ; to the management of the sales force due to reasons. Is nature and importance of sales management ppt to do at the workplace so there is no need of a sales to... Problems of the organization to achieve the objectives, audiobooks, magazines, and more salespeople can now work their. The workplace read the following pages: 1 agree to the best advantages of the strategic sales management related... Resellers in the medieval age for spices, carpets, jewellery, etc age! Get added on to the updated privacy policy around the development of human resources important organisational unit of is... Goods to resell in their localities one and two are responsible for tactical decision-making, such planning... The selling-buying process is a continuous stream of transactions rather than a single business of.! Place, Promotion and security features of the traditional businessmen but also posing newer challenges the... Interfaces with the quality of support and service provided met satisfactorily various reasons integrative.! With a wide range of individuals within the buying organization the customer orientation in Indian organizations flux due to emergence., quota, and more salespeople can now work from their homes through computers faxes... People and directing their efforts and energy towards the achievement of the structure. 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