Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Now customize the name of a clipboard to store your clips. 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. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. Objectives of The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Nature of Marketing 1. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. Do not sell or share my personal information. The sales management is the foundation of the whole structure of a sales organization. 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. The traditional sales management was more product-driven, whereas modern sales management is more oriented towards mapping customers needs and delivering products to satisfy customers needs. The cookie is used to store the user consent for the cookies in the category "Performance". Presented By: In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. Finalizing sales force organization, size, territory, and quota, 4. 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. Marketing is Consumer-oriented: 3. 4. The organizational environmental factors help in determining the nature of a sales programme. The scope of sales management is very important and drives the whole sales system. 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 sales force may communicate effectively with the other departments of the company if it is a well-planned organization and has an appropriate distribution network. A salesperson improves his skills and ability to sell by practice and through experience. This is termed as role perception in the organization. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Organization Products Selling Profits Structures, systems, and processes are designed around customers to give them high value products and services, deliver more satisfaction to the customers, and retain customers for a longer period. Following are some of the objectives of sales promotion: 1. Sales Management Study Resources. Module 1 - Nature and extent of personal selling Click here to review the details. Clipping is a handy way to collect important slides you want to go back to later. It's not a simple phone call, as it often involves a meeting and a demo. There is no need to customize the products in case of FMCG and mass marketing too restricts the scope of customizing the products according to each customers needs. Such decisions may be subsequently subjected to objective . This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended These cookies track visitors across websites and collect information to provide customized ads. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. A sales manager plays a key role in the success and failure of an organization. He arranged frequent sales meetings that served the double purpose of training and socialization. There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. We've updated our privacy policy. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. 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. It appears that you have an ad-blocker running. Analysis of markets thoroughly, including product and market research. The nature and scope of management is a broad topic. A mere commitment to the job may not bring a highly motivated sales force to the organization. Planning and control go hand-in-hand. You can read the details below. 4. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. As we have observed, there is a need to collect a large amount of customer data and build models to forecast the likely behaviour of customers. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. The presentation tells you about the various aspects and characteristics of Sales management. All rights reserved. The salespersons ability to understand these roles will decide his performance level. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Clipping is a handy way to collect important slides you want to go back to later. 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. The sales policies are put in black and white. Objectives 5. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. A sales manager should determine what rewards are important and desirable by the sales force and develop motivational plans and compensation mechanism to reward the successful salesperson. As time rolled on, sales management became broader. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Sales management interfaces with other marketing functions while policies of these functions are being formulated. Free access to premium services like Tuneln, Mubi and more. So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. Personal selling occurs when an individual sales person sells a product, service or solution to a client. 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 . Looks like youve clipped this slide to already. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. Terms of Service 7. Objectives and Nature of Sales Management. Tap here to review the details. 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. Account Disable 12. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. We've encountered a problem, please try again. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. Professional Buyers. Activate your 30 day free trialto unlock unlimited reading. Policies provide a permanent solution to recurrent problems. Produce prefers to hire salespersons with excellent salesmenship skills. And, Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. 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. It is a part and parcel of marketing management. Sales management also organizes the selling effort. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. 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 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. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. We've updated our privacy policy. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. Marketing creates mutual relationships: f Steps in the Selling Process Seeking Out, Clarifying, Step 5. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. 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. Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. A demo force organization nature and importance of sales management ppt size, territory, and motivation of whole... 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