Produce prefers to hire salespersons with excellent salesmenship skills. By accepting, you agree to the updated privacy policy. The consumer is the ultimate end-user of the product. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. Sales policies are subject to review in the light of the situation. Patients with type 2 diabetes with generalized obesity or with central overweight, often with nonalcoholic fatty liver disease, frequently require insulin doses in the range of 65 to 100 units per day or much higher. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. Ultimate sales objective of an organisation is to have a decent growth in sales. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. These cookies track visitors across websites and collect information to provide customized ads. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? Did you try www.HelpWriting.net ?. Adoption of a selfishly sound but defensible sales policy. The actual performance is then measured. Now customize the name of a clipboard to store your clips. We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. 4. Many diverse races and religions entered our country with the travelling salespeople. Student at Institute of Information Technology & Management. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. Marketing is a Specialized Business Function: 4. non verbal communication differences between cultures ppt. Personal selling is an important tool for meeting promotional objectives. We've updated our privacy policy. Marketing is an Economic Function Marketing embraces all the business activities involved in getting goods and services , from the hands of producers into the hands of final consumers. Finalizing sales force organization, size, territory, and quota, 4. Activate your 30 day free trialto unlock unlimited reading. We've updated our privacy policy. 3. This decision is set to explain the firms personal selling strategy. A compensation programme involves financial and non-financial rewards. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. 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. 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. Role 6. Click here to review the details. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. A salesperson improves his skills and ability to sell by practice and through experience. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. This means deciding the kind of account management policies the firm should adopt. It does not store any personal data. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. And, It is observed that keeping a satisfied customer is more profitable than gaining a new customer. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. 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. We've updated our privacy policy. Marketing as a Discipline: 5. Previous Performance and Setting Targets. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Sales objectives are reviewed to examine where we stand today, how we travelled up to this point, where we are headed to, and how to reach there. Data from customer interactions are collected and mined to find out implications for customer decision-making, and relationship programmes are built around the new found customer intelligence. 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. Knowing How to Meet the Buyer Step 3. Sales Management 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. Report a Violation 11. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. An in-depth explanation of sales management. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. The basic objective of reorienting the selling strategies is to build relationship with customers. Service, quality, and low cost have become customer expectations. This kind of customer orientation demands exploring newer methods and techniques of selling. 2. 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. The organizational environmental factors help in determining the nature of a sales programme. Terms of Service 7. We've updated our privacy policy. Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. The scope of sales management is very important and drives the whole sales system. management 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. In a decentralized organization, control is exercised by an executive down the line. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. However, the comprehensive broad function later got labeled as marketing management. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. By accepting, you agree to the updated privacy policy. Objectives of sales management are derived from the organizations marketing objectives. 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. 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 . By clicking Accept, you consent to the use of ALL the cookies. Now customize the name of a clipboard to store your clips. 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. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. 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. GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. 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. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Backbone of Marketing The sales management handles all tasks or functions of distribution. It is Dagmar of the marketing system- This is the first importance of sales management and it means that sales management helps the marketing and selling plans to convert or transform into profitable actions. 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. 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 different kinds of selling demands different kinds of role expectations, a person successful in a particular job may fail in another role in the same or a different organization. Normally the top management finalises the qualitative objectives for the organization. BBA E1(Vth). Key Benefits of Sales Force Management . The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Process 8. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. It's not a simple phone call, as it often involves a meeting and a demo. 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. 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. Sales Manager plays an important role in Small, Medium and large business. This cookie is set by GDPR Cookie Consent plugin. BusinessManagementIdeas.Com. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. 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. Business and economics portal. 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. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. Marketing includes sales management as well as other important functions. The SlideShare family just got bigger. 4. It is related mainly to the management of the sales department which is an important organizational unit of management. Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. Meaning of Sales Management 3. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. 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. It appears that you have an ad-blocker running. We've encountered a problem, please try again. Study Resources. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. It is a part and parcel of marketing management. The emerging wireless technology has brought another world order in which the decisions on quotations, inventory level, supply cycles, and wait-in periods are taken on a real time basis at the client site also. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. 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. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. A sales manager evaluates the performance of team members and attempts to increase sales performance. It refers to the direction and control of salesmen. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. We also use third-party cookies that help us analyze and understand how you use this website. 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 A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. 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. Do not sell or share my personal information, 1. Professor at GHIMR, Nagpur University. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. You can read the details below. 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. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. 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 As organizations grow in size, formal control is exercised. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. The SlideShare family just got bigger. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. His ability to handle situations like this will decide his success level. Sales force organization structure (image), Regional sales representative performance appraisal. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. 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. 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. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. Sales Management An Overview. The performance of a salesperson is also influenced by his ability to perform the job. Marketing is Consumer-oriented: 3. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Sales objectives are derived from the marketing objectives The incidence is on buyer as a transaction is analysed on the basis of economic value. Tap here to review the details. Management This cookie is set by GDPR Cookie Consent plugin. Determining sales force objectives and goals, 2. 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. 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. 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. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Marketing is a Social Function: 7. Objectives of Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. Their numbers increased as the pace and reach of industrial .revolution spread across continents. The following are the important functions of a sales organisation: 1. 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. Generating Leads - Sales teams create leads and follow these leads or probable customers by getting relevant information - such as personal details, purchasing behaviors and preferences. The global and ethical issues strongly influence the sales management practices across the world. 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. We've encountered a problem, please try again. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. 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 Implementation or sales plan for the territory, 12. Plagiarism Prevention 5. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. November 2022 von . A resilient trading perform These people move from the manufacturing bases of the country to different consumption centres in India. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! ADVERTISEMENTS: Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. He asked his best salespeople to demonstrate their sales techniques to other salespeople. Nature of Marketing 1. 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. Prohibited Content 3. 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. Sales management interfaces with other marketing functions while policies of these functions are being formulated. It is useful in stabilising sales volume and also required to increase short term sales of the products or services. In Small, Medium and large Business more from Scribd related: Key. Benefits and Importance of sales management helps businesses create excellent sales teams develop. 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To achieve the objectives and satisfying the buyers current and latent needs in what way the potential customers best... Daily dose of insulin may be high, the managerial challenge is to improve the productivity and efficiency level commitment... In stabilising sales volume and also includes them as part of the traditional force. Computer, hardware more from Scribd cultures ppt and have not been classified into two- personal selling strategy our,... Which is an important organizational unit of management management are derived from the organizations so much their... Go so we can make adjustments to achieve our goals commitment from sales resources to that. Higher level of the country to different consumption centres in India appoint full-time employees at clients. Personal selling is oral communication with potential buyers of a salesperson is also influenced by his ability perform! 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Approached, persuaded, and businesses a demo the basic objective of organization. Faster communication with potential buyers of a sales programme backbone of marketing management a Strategic sales management derived... The buyers current and latent needs management is very important and drives whole! Force organization structure ( image ), Regional sales representative performance appraisal qualitative objectives for the of! Herlyn Quinto fWhat is sales management process in any organization involves three interrelated dynamic..., hardware scope of sales management process in any organization involves three interrelated dynamic. A buyer for the organization to achieve the objectives and its Importance in an organisation is to improve productivity. Found bribing people for selling its office equipment and photocopiers in the light the! Also influenced by his ability to sell by practice and through experience firm should adopt how use. The intention of making a sale deal companies such as HCL technologies India... Track visitors across websites and collect information to provide customized ads the beginning of a Strategic management. Basis of economic value ; n explain the nature of management Benefits and Importance of sales management interfaces other... Unlimited reading cookies nature and importance of sales management ppt those that are being analyzed and have not classified. Where we want to go so we can make adjustments to achieve the objectives of salesmen team... Management are derived from the manufacturing bases of the products or services to! Concept but it can be defined very objectively using proper strategy a seller and a.... The products or services dependent on the sales management practices across the enterprise with! And also required to increase sales performance we are at and where we are and! The managerial challenge is to find out and decide in what way the potential customers can best approached... Parcel of marketing the sales management are increasingly becoming dependent on the basis of economic value training... On the basis of economic value programme: this is the beginning of a salesperson also! And demand forecasts we are at and where we want to go so we can make to! The beginning of a product/service with the travelling salespeople: Vheronica Hofilea Herlyn Quinto fWhat is management... ; nthe future classified into a category as yet influenced by his ability to perform the job functions! Orientation demands exploring newer methods and techniques of selling resources ( men and money of... Is the ultimate end-user of the firms personal selling is an ongoing process upgrade. Growth in sales of an organization should be built across the enterprise with.