The field of sales management is changing according to the changes in the area of personal selling. Mass media can be involved with these pranks, which may be revealed as such the following day. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. All these are part of relationship selling where the existing customer is taken care of in a better way and profits are generated by retaining the customers. Sales management came to be defined by AMA (American Marketing Association) 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.. We are proud of our vibrant, incl It is observed that keeping a satisfied customer is more profitable than gaining a new customer. It does not store any personal data. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Nature and concept of management Lalaine Cazar 44.8k views Principles of Management Chapter 1 Business in General Dr. John V. Padua 7.3k views Principles of Management Controlling Dr. John V. Padua 10.4k views PQT - Total Productive Maintenance Dr. John V. Padua 4.1k views Principles of Management Chapter 5 Staffing Dr. John V. Padua Plagiarism Prevention 5. The consumer is the ultimate end-user of the product. 4. BBA E1(Vth). A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. Apart from the management of personal selling, it encompassed other marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. She has In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. They sold coloured sugar water as medicine and cheated people for smaller gains. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. As organizations grow in size, formal control is exercised. The modern concept of sales management revolves around the development of human resources. Click here to review the details. Objectives of Sales Promotion. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? It may be called sales force management. Sales management 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. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. Marketing as a Discipline: 5. 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. It helps marketers to realize a variety of objectives. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. 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. SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 1.6.2 Importance of SMBO 1.7 Organisation of selling unit 1.7.1 Need and Importance In addition, there are books on personal selling and selling techniques too. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. 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. Nature of sales management Jan. 26, 2019 2 likes 3,225 views Download Now Download to read offline Sales The presentation tells you about the various aspects and characteristics of Sales management. Any ambiguity in the job description and expectations and demands of other people from the salesperson, within or outside the organization, may create role confusion. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. The sales management process covers three interrelated stepsformulation of a strategic sales programmes, implementation of the strategic sales programme, and evaluation and control of sales force performance. Study Resources. Due process requires much more, particularly given the unprecedented nature of the proposal and the potentially adverse consequences it could provoke, (ii) the proposed policy would create significant costs and problems for state agencies, for the private sector, and for its citizens, (iii) the document format designated in the proposed policy . They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. Implementation or sales plan for the territory, 12. ADVERTISEMENTS: We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. The nature and scope of management is a broad topic. However, we have discussed the nature and scope of management separately to help you understand them easily. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. We've encountered a problem, please try again. Implementation 9. Sales management is solely concerned with the direction and control of the sales force. Think of it like a . This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. The real sales activity now is in retaining customers rather than just closing the sales. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. When a transaction is analysed in terms of its utility value, a salesperson has to take into account the end-user rather than the buyer who pays for the product. Many diverse races and religions entered our country with the travelling salespeople. 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. 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 Sales management is the process of attaining sales force goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. This has changed the selling process from transactional selling to relationship selling. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. Marketing includes sales management as well as other important functions. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. 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. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. What is Sales Management Definitions by American Marketing Association, What is Sales Management Major Objectives: Achievement of Sales Volumes/Values, Contribution to Profits, Growth in Sales and Growth in Market Share, Formulation of a Strategic Sales Management Programme, Implementation of a Strategic Sales Management Programme, Organisation of Sales Department | Marketing Management, Managerial Decision Regarding Sales Force | Management, Sales Force Automation (SFA) System: 5 Advantages, Ways of Retaining Long-Term Customers | Customer Relationship Management, What is Sales Management: Meaning, Definitions, Objectives, Role, Importance, Process, Implementation and Emerging Trends, What is Sales Management Importance of Learning Sales Management, What is Sales Management Implementation of a Strategic Sales Management Programme, What is Sales Management Emerging Trends in Sales Management, What is Sales Management Sales Management and Control. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. There is a cost aspect also as the cost of recruiting, training, and managing the sales force is high and any ineffective management programme will induce diseconomy of scale to the enterprise. On many occasions their job behaviour is influenced and sometimes constrained by the environmental factors such as the situation in the market, the level of competition, the market demand for the category, and the condition of the economy in providing consumption power to the end-users. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. By accepting, you agree to the updated privacy policy. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. The Roman meaning of the word salesperson is cheater, and Mercury, the god of cunning and barter, was regarded as the patron deity of merchants and traders. By accepting, you agree to the updated privacy policy. This website uses cookies to improve your experience while you navigate through the website. The use of various networks such as www(dot)indianrailways(dot)com or www(dot)jetairways(dot)com and similar websites help the salespeople to speed up the reservation process, send email to customers from home, workplace, and while traveling, and access banking information about new products and services of competitors from the websites. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! 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. Activate your 30 day free trialto continue reading. This proposition is completely different from the concept of transaction relationships in traditional sales management. Increase in sales from existing customers like dealers and direct consumers, 4. Key accounts and telemarketing divisions may have a similar hierarchical level, or these two units can be much more flat than the field sales force. Sales plans are examined along with the policies and procedures. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Do not sell or share my personal information, 1. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. Objectives of 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. April Fools' Day or All Fools' Day is an annual custom on 1 April consisting of practical jokes and hoaxes.Jokesters often expose their actions by shouting "April Fools!" at the recipient. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. Management According to Mr. Mukesh Ambani, business in the new world is a place where you can earn profits and also better the living conditions of the people by practicing the role of a responsible corporate citizen. It is an effective way of improving the financial and liquidity position of the . Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The basic objective of reorienting the selling strategies is to build relationship with customers. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. 3. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. Clipping is a handy way to collect important slides you want to go back to later. 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