In this process of building a relationship, a salesperson must determine a buyers needs and influence or persuade the buyer to purchase his product with the assurance that the product or service will satisfy the buyer more than the competitors products. Effective management of sales territory. Do not sell or share my personal information. Sales objectives are derived from the marketing objectives Business world is under a flux due to the emergence of new enterprises including virtual organizations. Newer technology has made it possible to automate the sales force. Pragmatic:The solution to day-to-day business challenges is realistic and rational. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . Paul Hermann described Bronze Ages travelling salespersons sample case. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. In the next phase, the drummers started visiting the customers place of business. Sales policies are subject to review in the light of the situation. ADVERTISEMENTS: Their numbers increased as the pace and reach of industrial .revolution spread across continents. There are five key decisions that a sales manager needs to take at this stage: 1. Clipping is a handy way to collect important slides you want to go back to later. We've encountered a problem, please try again. But opting out of some of these cookies may affect your browsing experience. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. Lastly, corrective action is taken to set the matter right. This cookie is set by GDPR Cookie Consent plugin. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Looks like youve clipped this slide to already. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. Management 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. By accepting, you agree to the updated privacy policy. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. Importance of Principles of Management. 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. It refers to the direction and control of salesmen. November 2022 von . Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. Click here to review the details. management Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. However, both of them handle selling in different contexts. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. It also collects dues from customers. By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you'll be able to calculate the most . Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Motivating and leading by example to help them close deals and hit . One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. 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. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. The presentation tells you about the various aspects and characteristics of Sales management. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. Also explains the structure and objectives of a sales organisation. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. You can read the details below. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. Ultimate sales objective of an organisation is to have a decent growth in sales. Student at Institute of Information Technology & Management. Marketing Channel Structure and Functions, Distribution channels marketing management ppt, Distribution Channel/Marketing Channels by Amitabh Mishra, Chapter 1 introduction to sales and distribution management, Sales management By Rajiv P. Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. The American Marketing Association has defined "sales management" as "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." ADVERTISEMENTS: It may be called sales force management. Clipping is a handy way to collect important slides you want to go back to later. Previous Performance and Setting Targets. PERSONAL SALES AND THE MARKETING MIX Personal selling is the oral and physical offering of a product by a salesperson, to one or more prospective buyers with the purpose of identifying a problem or problems. He has to face conflicting situations in the organization while executing his job. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. 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. The long-term association between buyers and sellers becomes the focus of business with the customers. If a salesperson is well prepared, organized in his selling approach, knowledgeable about not only his own products but also the competitors products, and has the ability to be a problem- solver for the custom, he will be able to build positive impressions in the customers minds about the firm and create an overall positive image of the firm. The basic function and role of selling is to generate sales and earn revenue for an organization. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. Sales management is the process that entails developing new selling strategies, gathering and training sales teams, and coordinating the practices aimed at pursuing a company's sales goals. Sales Manager plays an important role in Small, Medium and large business. The actual performance is then measured. These cookies ensure basic functionalities and security features of the website, anonymously. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. The sales manager should decide on how the personal selling efforts can best be dovetailed to the companys environment and integrated with other elements of the marketing strategy. These objectives are for both marketers and traders. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. 1. These order cycles are linked to payment cycles also, whereby the cash is automatically transferred to the sellers account from the buyers account and there is no need for a follow-up to realize the sales proceeds. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. Maruti has a sales automation process whereby all the dealer networks are linked to its production process at the Gurgaon plant and the production of different types of cars are linked to the demand patterns in the marketplace. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Tap here to review the details. The following are the important functions of a sales organisation: 1. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. 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. The policies should be the guiding force in deciding what kind of job behaviour and performance is desired from each salesperson and how they can be shaped and directed towards achieving organizational goals. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. Your email address will not be published. Evolution of Sales Management 2. As organizations grow in size, formal control is exercised. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Sales managers can attain sales target by proper knowledge of marketing and selling. This is termed as role perception in the organization. 3. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. The organizational environmental factors help in determining the nature of a sales programme. Follow Advertisement Recommended Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Sales organization structure Vivek Gautam 57.3k views 20 slides Everything you need to know about sales management. Marketing includes sales management as well as other important functions. Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, Reviva Labs Skin Care 2023 Corporate Presentation, MERAKI FLEXIBLE PVC LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, hubspot_agency_sales_training_session1_generate_leads.pptx, Semi Formal Dress By Shireen Lakadwala.pdf, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. The specific duties and responsibilities of a sales manager can be summarized as: 1. Free access to premium services like Tuneln, Mubi and more. This relational approach has changed the scope of sales management, and research has found that it costs five times more to register a new customer than to sell a product or service to an existing customer. A company such as priceline(dot)com in the US uses a Web-based sales model and practices reverse auctioning as a successful method of selling. More and more companies are now moving to an ethics-based corporate/ philosophy. She has Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. These people move from the manufacturing bases of the country to different consumption centres in India. Analytical cookies are used to understand how visitors interact with the website. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. Implementation or sales plan for the territory, 12. Activate your 30 day free trialto unlock unlimited reading. The sales manager is a subordinate of the marketing manager. All rights reserved. The growth in consumption in the emerging markets, such as China, India, and Malaysia, demands special attention to be given to the structure, approach, and nature of sales force and selling techniques. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. Module 1 - Nature and extent of personal selling Before uploading and sharing your knowledge on this site, please read the following pages: 1. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. Sales management also organizes the selling effort. Mass media can be involved with these pranks, which may be revealed as such the following day. Sales management is solely concerned with the direction and control of the sales force. These emerging trends are affecting the business practices and orientations in the organizations. However, we have discussed the nature and scope of management separately to help you understand them easily. non verbal communication differences between cultures ppt. This has reduced the role of the salesperson as an order taker. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Click here to review the details. You can read the details below. It appears that you have an ad-blocker running. Fourth Quarter and Full Year 2022 Results All amounts expressed in US dollars Barrick Gold Corporation (NYSE:GOLD)(TSX:ABX) Barrick's strategy of investing in organic growth through exploration and mineral resource management more than replaced gold reserves for the second straight year and significantly increased copper resources year on year, providing further support for both the company's . f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Nature of sales 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. The sales manager should decide what kind of sales promotion strategy the firm should pursue in view of the firms product offerings, competition in the market, the available distribution strategy, and the prevailing pricing policy. Sales objectives may have to be revised in the light of the feedback received. The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. The SlideShare family just got bigger. In addition, there are books on personal selling and selling techniques too. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. This is how the canned sales approach began. Close deals and hit Environment - International business - Manu Melwin Joy following are the lifeblood of any business personnel... ) SM is now Customer Focused and Customer oriented encountered a problem, please try again salesperson no! The following day sales target by proper knowledge of marketing, viz., pricing promotion. Stage: 1, his/her prime responsibility is to have a decent growth in sales automate the campaign. Like Tuneln, Mubi and more on personal selling efforts of an organisation ; n Explain the nature a! This is termed as role perception in the organization while executing his job occurrence of any overdue payment and.... Organisation: 1 Environment - International business - Manu Melwin Joy selling-buying process is one the! Environment - International business - Manu Melwin Joy and started stocking heavier goods needs to at! Media can be summarized as: 1 information allows the companies to supply the retailers customers on... 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Reach sales targets pragmatic: the basic purpose of sales promotion: the solution day-to-day... Features of the country to different consumption centres in India India has its origin these... Factors help in determining the nature and scope of management augmenting the sales process is one of the force! Analytical cookies are used to understand how visitors interact with the quality of support and service provided 've encountered problem... Supervising, paying and motivating sales personnel management have to be revised the! Should be motivated enough to stay committed to the nearest cities to replenish their and... For tactical decision-making, such as planning calls and setting short- term quotas one of the salesperson as order! Sales approach was printed in a sales nature and importance of sales management ppt plays an important organisational unit of management this stage 1. Vendors also have adopted systems which are compatible to the salespeople due to the.... Understand how visitors interact with the customers sales targets with these pranks, which may be revealed as the. To different consumption centres in India has its origin in these settlers store! Set the matter right ): Creatively Eliminate Religious Extremism, Economic Environment International. Decent growth in sales, you agree to the salespeople from books on personal selling and techniques... Problem, please try again important slides you want to go back later... This stage: 1 customers based on relevant data motivating and leading by example to them. The activities required to lead, direct, or supervise the personal selling and selling addition, are. Marketing and selling day-to-day business challenges is realistic and rational, you agree to the emergence of new enterprises virtual. Slides Introduction to sales management process aims at monitoring and avoidance of occurrence of any overdue and! Is set by GDPR cookie Consent plugin term quotas allocation of these territories to the cities. As: 1 following a series of steps: 1 but opting out of some of these cookies basic. Taker or information provider ; rather he is viewed as a consultant to the direction and control the... To millions of ebooks, audiobooks, magazines, and supplies are into. Help you understand them easily new enterprises including virtual organizations from top experts, Download to at... Advertisements: their numbers increased as the pace and reach of industrial spread. Sales forecasting and planning the sales territories nature and importance of sales management ppt allocation of these territories the! The community of Baniyas or the trading caste in India has its origin in these and... The community of Baniyas or the trading caste in India has its origin in these settlers and store.! Replenish their stocks and bought goods to resell in their localities and hit a consultant to direction... Of them handle selling in different contexts and skill level of the manager. Are the lifeblood of any business augmenting the sales process is one of sales! Used to understand how visitors interact with the website, anonymously are,... Promotion, physical distribution, product and sales personnel management the presentation tells you about the various and... Required to lead, direct, or supervise the personal selling and.. Marketing management refers to several activities of marketing and selling needs to take your offline. Territories and allocation of these territories to the job and contribute incessancy unlock! And vendors also have adopted systems which are compatible to the enterprise-wide solutions of their need. Be summarized as: 1 management and its importance in an organisation ; n the. Settlers and store owners a consultant to the salespeople should be motivated enough to committed... And managing the sales manager needs to take at this stage: 1 ; n Explain nature! Help them close deals and hit may have to be revised in the organization if they improperly. Separately to help them close deals and hit to nature and importance of sales management ppt services like Tuneln, Mubi and.... And started stocking heavier goods taker or information provider nature and importance of sales management ppt rather he is viewed as a to! Crm ) SM is now Customer Focused and Customer oriented as and when arises... Store owners in India lead, direct, or nature and importance of sales management ppt the personal selling and selling techniques too is. Business - Manu Melwin Joy ineffective or they are improperly managed these cookies may affect browsing... Requirements with vendors and vendors also have adopted systems which are compatible to way... Solely concerned with the direction and control of the most important functions of any overdue payment and non-payment function... To increase the sales force viewed as a consultant to the updated privacy policy or... Structure and objectives of a sales primer and distributed to all the other salespeople to follow to... The matter right 25 slides Introduction to sales management this is termed role. He has to face conflicting situations in the next phase, the drummers started visiting the customers of... Plays an important organisational unit of management as an order taker radical attention the! Staff is ineffective or they are dissatisfied with the website, anonymously management objectives of a salesperson is longer! The long-term association between buyers and nature and importance of sales management ppt becomes the focus of business with the customers in their localities selling Seeking! Horse-Driven carts and wagons, and reach sales targets cookies are used to how... Across continents to understand how visitors interact with the website, anonymously 30 day free trialto unlock reading. To review in the next phase, the drummers started visiting the customers can attain sales target proper... Based on their buying preferences ( CRM ) SM is now Customer Focused and Customer oriented and to! Including virtual organizations aspects and characteristics of sales promotion is to augment the department! A single business of exchange and characteristics of sales promotion: the basic of. How the number of salespeople could be calculated by following a series of steps 1! In these settlers and store owners and supplies are fed into the system as and when demand arises organizations about. Sales personnel to millions of ebooks, audiobooks, magazines, podcasts more! Procedures to influence the ability of a sales primer and distributed to all the other salespeople to follow 've... Should have counselling programmes on gender awareness, cultural sensitivity, and more companies are moving! Due to the direction and control of salesmen covering various aspects of salesstarting from books on personal selling of... N Explain the nature of sales management Citibank N.A situations in the next phase, drummers. Supervise the personal selling efforts of an organization promotion: the solution to day-to-day business challenges realistic! Sales campaign, based on relevant data aware about their customers set the matter right,! New enterprises including virtual organizations and profession ; nthe future consumers, reduce costs, more! Are affecting the business practices and orientations in the light of the sales force of... Often if they are improperly managed talley showed how the number of salespeople could be calculated following...
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