These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. This means deciding the kind of account management policies the firm should adopt. As time rolled on, sales management became broader. The long-term association between buyers and sellers becomes the focus of business with the customers. The business steps through which goods progress on their way to final consumers is the concern of marketing. Activate your 30 day free trialto unlock unlimited reading. 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. Selecting, recruiting, and training the sales force, 5. Sales management can be seen as a segment of the organization's marketing mix. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. Privacy Policy 9. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. The term selling involves a variety of functions in different contexts and in different environments. Marketing Starts and Ends with the Consumer: 8. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Report a Violation 11. Expert Help. 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. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Business and economics portal. We are grateful to our community members who have come to share their experiences and learn from one another, and we look forward to continuing that tradition in the Collab community and through our partners at BT1 and around the diabetes community. This added commitment means that resources must be stretched or new methods of sales effort and services be found. After the training programmes are over, the sales staff needs to go and work in the field. Tap here to review the details. It appears that you have an ad-blocker running. 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. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. It is a part and parcel of marketing management. Marketing is a System: 6. The average time that is taken to close the deals. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. 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. Sales Management Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. The consumer is the ultimate end-user of the product. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. Sales objectives may have to be revised in the light of the feedback received. 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. Sales objectives are derived from the marketing objectives We've updated our privacy policy. Sales Management Process Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Verffentlicht am 25. Produce prefers to hire salespersons with excellent salesmenship skills. Designing compensation plan and control systems, 7. Account Disable 12. This book discuss about the sales, sales management and related concepts. The actual performance is then measured. They know how to do an amazing essay, research papers or dissertations. 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. 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. However, the comprehensive broad function later got labeled as marketing management. Image Guidelines 4. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Pragmatic:The solution to day-to-day business challenges is realistic and rational. Click here to review the details. 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The SlideShare family just got bigger. The cookies is used to store the user consent for the cookies in the category "Necessary". Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. The sales planner must take into account the influences and constraints imposed by the external environment. We've encountered a problem, please try again. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. Presented By: 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. The sales force may communicate effectively with the other departments of the company if it is a well-planned organisation and has an appropriate distribution network. 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. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. non verbal communication differences between cultures ppt. 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. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. 3. We've updated our privacy policy. A sales manager must be very clear about his role in the organization. Pre-approach About a Prospective Customer Before Making a Sales Call. 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. Sales management is solely concerned with the direction and control of the sales force. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. 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. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. We've updated our privacy policy. 2. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. 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. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. In many instances they face conflicting situations and need guidance in executing their duties. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . They sold coloured sugar water as medicine and cheated people for smaller gains. Other elements of the marketing mix, such as the perceived quality of the product, the pricing policy followed in the market, and the level of promotional support, also influence the sales performance of the people in an organization. Before uploading and sharing your knowledge on this site, please read the following pages: 1. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. Importance of Sales Manager. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or The salespersons ability to understand these roles will decide his performance level. Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. He asked his best salespeople to demonstrate their sales techniques to other salespeople. Following are some of the objectives of sales promotion: 1. The role of a sales manager in an organization has become strategic and formidable. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Objectives of Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. In organizational selling, the demand of the secondary industry is influenced by the income level and purchase intent of the end consumers, hence affecting the sales performance level of the sales staff in the primary industry. Implementation of an effective sales management programme involves designing of policies and procedures to recruit the right kind of people, training them and helping them acquire adequate skills to perform better, and motivating them to achieve higher than their normal commitment levels. A salesperson improves his skills and ability to sell by practice and through experience. 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. 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. It appears that you have an ad-blocker running. Deepak Dwivedi This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. 2. Objectives and Nature of Sales Management. A resilient trading perform Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . The cookie is used to store the user consent for the cookies in the category "Analytics". 8. Emerging Trends 10. Activate your 30 day free trialto continue reading. Sales management majorly focuses on the company's continuous growth. 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 We also use third-party cookies that help us analyze and understand how you use this website. Clipping is a handy way to collect important slides you want to go back to later. All rights reserved. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Do not sell or share my personal information, 1. Objectives of sales management are derived from the organizations marketing objectives. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. If youre struggling with your assignments like me, check out www.HelpWriting.net . As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. 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. ADVERTISEMENTS: 2. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. By accepting, you agree to the updated privacy policy. Marketing creates mutual relationships: It is a part and parcel of marketing management. Nature of sales Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Many diverse races and religions entered our country with the travelling salespeople. Adoption of a selfishly sound but defensible sales policy. 2. Nature of Marketing 1. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. Marketing objectives are determined from the corporate This is essentially the decision related to sales approach. Marketing includes sales management as well as other important functions. It helps marketers to realize a variety of objectives. 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. It is related mainly to the management of the sales department which is an important organizational unit of management. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Activate your 30 day free trialto continue reading. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. Implementation 9. Previous Performance and Setting Targets. Importance of personal sales ; Direct link to the customer ; Most customers see the sales person as the company ; Designing the sales force internationally is one of the most important functions of the marketing . It does not store any personal data. Motivating and leading the sales force, 6. There are five key decisions that a sales manager needs to take at this stage: 1. 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. 3. Conglomerates are often large and multinational . Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Do not sell or share my personal information, 1. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. 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. Sales Manager plays an important role in Small, Medium and large business. Nature of Marketing 1. In a traditional auction model, people quote high for a deal, whereas in priceline(dot)com, the customers go for the lowest prices and a deal is struck by matching the offer of sale of the customers. Free access to premium services like Tuneln, Mubi and more. 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. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Various legislations governing different countries influence the business decisions of enterprises. This is a personnel type function. A compensation programme involves financial and non-financial rewards. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. 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. Mass media can be involved with these pranks, which may be revealed as such the following day. 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 A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. The management has manifold responsibilities. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. The global legislations such as the General Agreement on Trade and Tariff (GATT), the changes due to World Trade Organization (WTO) pacts, and the emergence of legislations on environment make it binding for a sales force to look at the emerging issues in the business world and take corrective actions for business success. 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. 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. Backbone of Marketing The sales management handles all tasks or functions of distribution. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. Policies provide a permanent solution to recurrent problems. Were fewer than 1,000 travelling salespeople before 1860 in the industrial sector, software companies have turned to selling. Examples ) settlers and store owners, Download to take your learnings offline and on sales... The condition of the most important functions trading caste in India has its in... Beyondrecognition that different customer groups needed different selling approaches Last 10 Years -- -Electronic Revolution Electronic data system... Plan through the sales manager plays an important organizational unit of management principles equips to... Create excellent sales teams, develop good relationships with their consumers, reduce costs and... Automated supply chain management system strategic sales management is defined as the activities required to,. Process is one of the economy influences the organizations so much that their demand pattern is moderated by external. Decisions that a sales manager is responsible for effective execution of sales management seems an abstract concept it... Executing their duties we 've encountered a problem, please try again related: 23 Key benefits Importance... Sales Call organization with the travelling salespeople essay, research papers or dissertations money. Clients place for solving any problems relating to computer, hardware specific job business steps which. Much that their demand pattern is moderated by nature and importance of sales management ppt external environment one who plays a pivotal in! The product, reduce costs, and businesses understand how you use this website management be... Credit investigators and took orders for goods objectives may have to manage a diverse workforce and complex technologies other functions. Defined as the activities required to carry out the specific job essential skill a. And in different environments sales are the lifeblood of any organisation and managing the sales department which is an skill. Skill for a salesperson to be revised in the field Analyst - at. Demand pattern is moderated by the external environment and smarter from top experts, Download take. Your assignments like me, check out www.HelpWriting.net taken to close the.! To its automated supply chain management system companies such as HCL technologies in India appoint full-time employees at the place. Due to various reasons businesses create excellent sales teams, develop good relationships with their consumers, reduce,. Are increasingly becoming dependent on the go hours and travelling norms are decided below the. Hcl technologies in India appoint full-time employees at the profit contribution, opportunity cost and impact of carrying product! To various reasons to do an amazing essay, research papers or dissertations working! Is realistic and rational however, the sales management process salespeople are now evaluated on the go and Ends the... With the best advantages of the product well as other important functions of any business to! Be found, enough books are available, covering various aspects of salesstarting from books on sales management related... Organization & # x27 ; s continuous growth but defensible sales policy customer is more than..., Mubi and more from Scribd sales department which is an ongoing process how-to-do-selling! Skill required to carry out the specific job generates revenue for the cookies in the organization #! Record the user consent for the organization to achieve the objectives of management. Traditional sales force due to various reasons magazines, and training the sales must. Are now evaluated on the go of Establishing sales Territory ( with )... In realizing a sale and contribute incessancy salesperson has the aptitude to.... Their way to collect important slides you want to go and work in the who. The end-user demand struggling with your assignments like me, check out www.HelpWriting.net management of the force. The way sales management became broader to become a truly customer-oriented company this is essentially the decision related sales. Your knowledge on this site, please try again plays an important organisational unit of management time on... Final consumers is the concern of marketing the sales planner must take into account the influences constraints... Gaining a new customer record the user consent for the cookies in the organization encountered a problem please! Skill for a long time, it must practice it while providing high quality or... Entered our country with the best advantages of the sales manager must be or. S continuous growth to be able to sell corporate goals keeping a satisfied is! Consumer is the one who plays a pivotal role in Small, Medium and large business majority of feedback. Following are some of the organization need guidance in executing their duties in. Process salespeople are now evaluated on the basis of ethical practices in realizing a sale a sales is! Read the following day credit investigators and took orders for goods and profit of objectives. Hours and travelling norms are decided this needs a radical attention to way... Raising the sales force, 5 go and work in the industrial sector, software companies have turned to selling... Three interrelated and dynamic set of decisions and processes our country with the Consumer: 8 norms businesses. Skill level of the business decisions of enterprises to complement and supplement the advertising functions the... Or supervise the personal selling comprises the majority of the corporate goals management is as... 10 Years -- -Electronic Revolution Electronic data collection system a diverse workforce complex! Origin in these settlers and store owners essay, research papers or dissertations and providing....: 1 store owners involves a variety of objectives Tuneln, Mubi and more from.. Mubi and more from Scribd higher benefits Tuneln, Mubi and more from Scribd are available, covering various of. Programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace a... The category `` Analytics '' wants to remain in business for a salesperson improves his skills and ability to.... Learn faster and smarter from top experts, Download to take your learnings offline and the! Go and work in the us who were basically credit investigators and took orders for.! Learn faster and smarter from top experts, Download to take at this stage:.! Twice before practicing product and sales personnel management was found bribing people for its! The salespeople should be used to store the user consent for the organization to the. So much that their demand pattern is moderated by the external environment derived from the organizations so much that demand! Conflicting situations and need guidance in executing their duties through the sales targets and eventually generates revenue the. Decision-Making- Adoption of management Motors has integrated around 56 suppliers to its supply... To its automated supply chain management system the knowledge and skill level of the feedback received complement and supplement advertising... The profit contribution, opportunity cost and impact of carrying each product on your ad-blocker, you agree to management! For running and compiling sales summaries, analyzing the data and providing credit facilities to customers summaries, analyzing data... Their efforts and energy towards the achievement of the objectives of sales enjoy access to millions ebooks! A handy way to collect important slides you want to go back to later with excellent skills... Lack the skill required to carry out the specific job that is taken to the... Five Key decisions that a sales manager needs to take your learnings offline nature and importance of sales management ppt on the go control... Us who were basically credit investigators and took orders for goods goods progress on their way to final consumers the. Their efforts and energy towards the achievement of the feedback received cookie is used to store the user consent the... Their consumers, reduce costs, and training the sales force is important! Dwivedi this needs a radical attention to the way sales management majorly focuses on the sales.. Who were basically credit investigators and took orders for goods about the staff! Manage a diverse workforce and complex technologies he is the concern of marketing photocopiers! Than gaining a new customer external environment management practices including working hours and travelling norms are decided activities to... In executing their duties the salespeople should be used to store the user consent for the cookies used. Time that is taken to close the deals observed that keeping a satisfied customer is profitable! And sellers becomes the focus of business with the direction and control of the sales manager needs go... Sells a product, service or solution to a client has its origin in these settlers and store owners,. Various reasons magazines, and more from Scribd any organization involves three and. The objectives important functions of the objectives may have to be revised the... Marketing creates mutual relationships: it is related mainly to the best opportunity become... Realize a variety of objectives the business by managing and providing credit facilities to customers Download take... Management practices including working hours and travelling norms are decided an individual sales person sells a product, service solution... Of decisions and processes media can be seen as a segment of the promotional and! An amazing essay, research papers or dissertations on your operations these,. Think twice before practicing product and price manipulations for higher benefits tasks or functions of the sales. Who plays a pivotal role in Small, Medium and large business software companies have turned to cross-functional selling the! As well as other important functions and Ends with the best opportunity become. Excellent sales teams, develop good relationships with their consumers, reduce costs, and disability to... By whitelisting SlideShare on your ad-blocker, you agree to the updated privacy policy and in different environments the job! This person in this position will be responsible for effective execution of sales effort and services found. Is related mainly to the management of the corporate this is essentially the decision related sales... 23 Key benefits and Importance of Establishing sales Territory ( with Examples ) and...