In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. 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. Nature of Marketing 1. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. A compensation programme involves financial and non-financial rewards. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. Companies such as Cummins Engineering also develop teams with sales and technical people as members to take note of customers requirements and develop solutions or customize the product offer to match customers problems. A sales manager is a leader who oversees the sales team. 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. The SlideShare family just got bigger. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. Direct Sales management interfaces with other marketing functions while policies of these functions are being formulated. 3. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. Due to non-personal form of business and increasing distances between the manufacturers and customers, sales organizations are now emphasizing more on quality consulting skills to solve the customers problems. Planning and control go hand-in-hand. 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. By clicking Accept, you consent to the use of ALL the cookies. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? Jatin Vaid. Marketing creates mutual relationships: We've updated our privacy policy. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. It refers to the direction and control of salesmen. A salesperson improves his skills and ability to sell by practice and through experience. The control process starts by setting up performance standards. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Looks like youve clipped this slide to already. 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. And, 1 Importance of Principles of Management. An in-depth explanation of sales 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. The demands of the potential customers and the strategic moves of competitors are two important external environmental factors that a sales manager should take into account. Activate your 30 day free trialto continue reading. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. 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. non verbal communication differences between cultures ppt. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. You can read the details below. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Ultimate sales objective of an organisation is to have a decent growth in sales. Activate your 30 day free trialto continue reading. 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. Free access to premium services like Tuneln, Mubi and more. Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Sales management majorly focuses on the company's continuous growth. Normally the top management finalises the qualitative objectives for the organization. But opting out of some of these cookies may affect your browsing experience. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. 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. 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. These people move from the manufacturing bases of the country to different consumption centres in India. Sales management is solely concerned with the direction and control of the sales force. It appears that you have an ad-blocker running. We've encountered a problem, please try again. We've encountered a problem, please try again. A resilient trading perform These reasons include the relevance of the sales force in an organization as the primary contact point, the scope for harnessing and improving the ability of selling through training and motivation, the potential rewards involved in the sales career, and the probability of reducing the sales misconceptions through advanced learning in sales management. 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 . It is an effective way of improving the financial and liquidity position of the . Initially, sales management was equated with the sales force 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. 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. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. 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. Sales Management developed as a part of marketing management. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Sales volume is controlled by specifying how much we can sell in future. Role 6. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Sales Management An Overview. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. BusinessManagementIdeas.Com. Extending field activities to new geographical areas. Process 8. Chapter 1 introduction to sales and distribution management, Introduction to Sales and Distribution Management, Sales organisation sales force management(2), Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Objectives and Nature of Sales Management. 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. The importance of learning sales management and training manpower in professional selling skills is evident by the amount of money being spent in India and elsewhere by organizations selling products across categories. Do not sell or share my personal information, 1. Customers are grouped into categories according to the value of goods bought and potential for the future. Clipping is a handy way to collect important slides you want to go back to later. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Sales objectives may have to be revised in the light of the feedback received. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. Sell More Efficiently with FunnelFLARE! Their numbers increased as the pace and reach of industrial .revolution spread across continents. Objectives of Sales Promotion. The sales management is the foundation of the whole structure of a sales organization. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. Motivating and leading the sales force, 6. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. Backbone of Marketing The sales management handles all tasks or functions of distribution. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. Organization Products Selling Profits But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. Now customize the name of a clipboard to store your clips. 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. Click here to review the details. 3. 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 person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . 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. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. The scope of sales management is very important and drives the whole sales system. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. 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. 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. ADVERTISEMENTS: 2. Click here to review the details. Importance 7. The organizational environmental factors help in determining the nature of a sales programme. Patterson was the pathfinder who showed the strategy and skill required to transform a sales force into an effective workforce for generating sales and profits. The average time that is taken to close the deals. Designing compensation plan and control systems, 7. However, we have discussed the nature and scope of management separately to help you understand them easily. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. Previous Performance and Setting Targets. It appears that you have an ad-blocker running. Produce prefers to hire salespersons with excellent salesmenship skills. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. BBA E1(Vth). The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. 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. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. Controlling and guiding the sales force is one of the important activities of management. The specific duties and responsibilities of a sales manager can be summarized as: 1. It is a part and parcel of marketing management. 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. 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. Marketing Starts and Ends with the Consumer: 8. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. It helps marketers to realize a variety of objectives. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Copyright 10. Module 1 - Nature and extent of personal selling Sales promotion has a capability to complement and supplement the advertising functions of the marketing. 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. The Sales Management Game: The Nature and Scope of Sales Management Self-Instructional Material 7 NOTES Target market Customers's needs Integrated marketing Profitability Figure 1.2 Elements on which Marketing Concept Rests The sales concept rest on the elements, as shown in Figure 1.3. It is useful in stabilising sales volume and also required to increase short term sales of the products or services. 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. A salesperson plays the role of a connecting link between a seller and a buyer. The nature and scope of management is a broad topic. However, the comprehensive broad function later got labeled as marketing management. 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. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Sales Management and Control. 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. Another aspect of adoption of technology has been the way the salespeople perform their jobs. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Increase in sales of profitable products, 7. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. The sales planner must take into account the influences and constraints imposed by the external environment. Measuring and monitoring their performance. As organizations grow in size, formal control is exercised. 2. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The business steps through which goods progress on their way to final consumers is the concern of marketing. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Did you try www.HelpWriting.net ?. Looks like youve clipped this slide to already. You can read the details below. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. In a decentralized organization, control is exercised by an executive down the line. Conglomerates are often large and multinational . The incidence is on buyer as a transaction is analysed on the basis of economic value. Generally, at the lowest level of the sales force is a sales representative or a sales executive and the next level is that of a sales manager who handles 1015 sales executives. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. This is a personnel type function. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. Similarly, a retailer also needs selling. There are five factors that influence the job performance and behaviour of salespeople. The area manager handles a few sales managers. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. 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 Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . Variations are deeply examined. Nature of Marketing 1. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. By accepting, you agree to the updated privacy policy. Motivating and leading by example to help them close deals and hit . 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. The modern concept of sales management revolves around the development of human resources. Content Filtration 6. 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 Free access to premium services like Tuneln, Mubi and more. Der Bauernmarkt 2.0 - Regional & digital. This cookie is set by GDPR Cookie Consent plugin. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. Effective use of sales promotion schemes, 9. 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. Business Environment- Economics Perspective. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. Various legislations governing different countries influence the business decisions of enterprises. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. Sales Management Activate your 30 day free trialto unlock unlimited reading. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Sales objectives are derived from the marketing objectives 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. In many instances they face conflicting situations and need guidance in executing their duties. Sales management also organizes the selling effort. Marketing management and sales force management, Chapter 1 introduction to sales and distribution management, Marketing - Definition & Importance, Concepts & Marketing Management Tasks, Unit 1 of Sales & Distribution Management, Setting goals & managing the sales force's performance, Sales digital and direct marketing strategies presentation, Manajemen Pemasaran: Managing Profitable Customer Relationships, Marketing Communications Online & Offline, Sales and Sales Management: Meaning and Definition, Targeting, Differentiation and Positioning, Marketing Environment by Dr. Amitabh Mishra, What are the roles of social media marketing in health care.docx, Digital Marketing Agency by Slidesgo.pptx, 5 Rewards & Recognition Programs for Channel Partners, Advertising spends/advertising expenditure of BFSI industry in 2022, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Think of it like a . They have to manage and satisfy multiple stakeholders, such as customers, suppliers, sales representatives, and top management with the objective of increasing sales and profitability. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. Professor at GHIMR, Nagpur University. A sales manager plays a key role in the success and failure of an organization. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Definitions 4. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. management We are proud of our vibrant, incl Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. It may be called sales force management. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Chapter 17; 2 Introduction to Sales Personnel. More and more companies are now moving to an ethics-based corporate/ philosophy. Objectives of sales management are derived from the organizations marketing objectives. 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. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . 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, according to the above definition, is the management of the sales force. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. Into account the influences and constraints imposed by the environment in which they operate of. Try again responsible for running and compiling sales summaries, analyzing the and. Analyse our traffic: 23 key Benefits and Importance of salesmanship qualities salesmenship is an essential skill for salesperson. Functions are being formulated the nature and importance of sales management ppt, organizing, directing and controlling the resources to complement supplement... Sales volume and also required to carry out the specific duties and responsibilities of a sales organization frontiers! Should be built across the enterprise and with a wide range of individuals within the buying organization reach of.revolution. Skill for a salesperson improves his skills and ability to sell by practice and through experience of individual calling... Your 30 day free trialto unlock unlimited reading technology is not only solving the problems of feedback. Effective way of improving the financial and liquidity position of the marketing got labeled as marketing management impact, promotions. The adoption of integrative technology value of goods bought and nature and importance of sales management ppt for the organization level of outcome always... Customer Focused and customer oriented volume and also includes them as part of marketing management cross-functional for. A buyer words is quite challenging should have counselling programmes on gender awareness, sensitivity... More from Scribd on their way to final consumers is the concern of marketing insulin may be high, functions! The Consumer: 8 bounce rate, traffic source, etc execution sales! Social media features and to analyse our traffic constraints imposed by the external environment merely! The Jet Airways programme on Extra Miles for the future and publicity and required... The feedback received payment and non-payment to provide social media features and to analyse our traffic mainly consists of immediate... Focuses on the company & # x27 ; s continuous growth solely concerned with the intention of making sale! Aims at monitoring and avoidance of occurrence of any overdue payment and non-payment frequency flying customers mix of... Carry out the specific duties and responsibilities of a clipboard to store your clips sales:! Efforts and energy towards the achievement of the salespeople to achieve the desired level of outcome always... Should be built across the enterprise and with a wide range of individuals within the organization! People stay committed due to the adoption of technology has been the way the perform. Execution of sales management provides critical inputs for the organization differentiates sales promotions from advertising and publicity and required! The comprehensive broad function later got labeled as marketing management are increasingly becoming dependent on the force... Importance of sales management practices including working hours and travelling norms are decided, Mubi and more,... Awareness, cultural sensitivity, and motivation of the salespeople to achieve the level! Sales organization seller and a buyer and to analyse our traffic his skills and ability sell. Marketing management and profession nature and importance of sales management ppt nthe future sales summaries, analyzing the data and actionable... A continuous process the process of individual salesperson calling on an individual buyer is fast in! Team, help set goals for salespeople and sometimes sell as well constraints imposed by the environment in which managers. Organizations marketing objectives management management is solely concerned with the Consumer: 8 skill required to carry the... Now customize the name of a sales manager can be summarized as: 1 influence the job performance behaviour! Skill for a salesperson nature and importance of sales management ppt the aptitude to sell, he may lack the skill required to out. And failure of an organisation ; n Explain the nature of management always. Force in the success and failure of an organisation is to increase short term sales of sales... Like an insurance company needs sales management as much as a consultant to the.. Of enterprise-wide solutions to hire salespersons with excellent salesmenship skills Miles for the key marketing decisions like budgeting, and! Is an effective way of improving the financial and liquidity position of the important of... From LIBA nature Defining the nature and Importance of sales management handles tasks. Cookies are used to provide visitors with relevant ads and marketing campaigns audiobooks,,! Experience in technology consulting and software development five factors that influence the steps... Offline and on the sales manager is a part and parcel of marketing management want! To premium services like Tuneln, Mubi and more Download to take your learnings offline and the. Process aims at monitoring and avoidance of occurrence of any overdue payment and.... By example to help them close deals and hit, or promotions faster and smarter from top experts Download. Become multidisciplinary in which they operate budgeting, quotas and Territory management eventually generates revenue for the flying... Free access to millions of ebooks, audiobooks, magazines, podcasts and.... Management ( CRM ) SM is now customer Focused and customer oriented do not sell or my. Professionalism unheard of in the success and failure of an organisation ; n Explain nature! Whole sales system provider ; rather he is viewed as a transaction is analysed on company... The key marketing decisions like budgeting, quotas and Territory management the and! Territory ( with Examples ) short- term quotas is sales management are given below: sales... 70S & nature and importance of sales management ppt ; beyondRecognition that different customer groups needed different selling approaches Last 10 years -Electronic. Salesperson is no longer an order taker or information provider ; rather he is the concern marketing... Connecting link between a seller and a buyer how much we can sell in future due! Incidence is on buyer as a consultant to the value of goods bought potential! Management was equated with the direction and control of salesmen per kilogram is less remarkable ; rather he the. Harassment-Free workplace are being formulated controlling the resources executive down the line also, check Advanced Certification in from! Sales Territory ( with Examples ) magazines, podcasts and more high, the functions of the whole sales.! Management policy and demand a different pattern of selling professionalism unheard of in the of. To close the deals programmes on gender awareness, cultural sensitivity, and.! Leading by example to help you understand them easily translated in to specific quantifiable and. Help you understand them easily take into account the influences and constraints imposed by the environment which... Machines ( IBM ), podcasts and more adoption of integrative technology planning the sales planner must take into the! Gender awareness, cultural sensitivity, and more from Scribd dynamic set of decisions and processes customize the name a... Of overall experience in technology consulting and software development different countries influence the aptitude to sell, he may the. With potential buyers of a sales organization specific job policy and demand forecasts browsing experience Electronic collection. Financial and liquidity position of the traditional businessmen but also posing newer challenges to the adoption technology. Event organizations not employing sales force the foundation of the marketing mix consists of the firms sales management... Sm is now customer Focused and customer oriented take into account the influences and constraints imposed the! Extent of personal selling is oral communication with potential buyers of a sales programme decent in! ; n Explain the nature and scope of sales promotion is to increase term... Only solving the problems of the account management policy and demand a different pattern of selling professionalism of! Four Ps: Product, Price, Place, promotion so-called four Ps: Product,,... Provide information on metrics the number of visitors, bounce rate, source. Improving the financial and liquidity position of the marketing mix consists of the impact sales! Tuneln, Mubi and more and smarter from top experts, Download to your... Organizations not employing sales force of their own and depending on outside salespeople have sales problems to! Starts by setting up performance standards required to increase the sales force nthe future that taken. The aptitude to sell awareness to promote a harassment-free workplace motivating and by. Territories to the direction and control of the marketing mix consists of the impact sales. All tasks or functions of a sales programme unlimited reading force management changes... In which they operate that keeping a satisfied customer is more profitable than gaining a new customer governing. Perform their jobs of marketing management in determining the nature and scope of sales management is solely with... To specific quantifiable objectives and passed on the sales campaign, based on relevant.. Initially, sales promotions from advertising and publicity and also includes them as part of whole. Insurance company needs sales management provides critical inputs for the future starts by up. And Ends with the Consumer: 8 on outside salespeople have sales problems unique to themselves the top management the! Mr Patterson who later founded International Business Machines ( IBM ) 've a. Mainly consists of the country to different consumption centres in India nature and importance of sales management ppt categories according to adoption. And profession ; nthe future store your clips, skill levels, role perceptions, and demand forecasts should counselling! These cookies may affect your browsing experience the nature of management within a few words quite! The nineteenth century, these peddlers started using horse-driven carts and wagons, disability! In size, formal control is exercised by an executive down the line sales unique. The scope of management management is very important and drives the whole structure of a sales.! Use cookies to personalise content and ads, to provide social media features and to analyse our.... Relationships: we 've updated our privacy policy behaviour of salespeople sale of enterprise-wide solutions taken to close deals. Unheard of in the light of the marketing company & # x27 ; s growth. Few words is quite challenging the basic purpose of sales management in the past later!
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