nature and importance of sales management ppt
Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. These people move from the manufacturing bases of the country to different consumption centres in India. 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. A salespersons motivation level is related to his expectations of rewards from the organization at different levels of performance and the practice of rewarding people in the organization. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. Looks like youve clipped this slide to already. There are guiding principles and concepts in the field of sales and marketing that shape the destiny of sales managers and the domain of knowledge in sales management. Ultimate sales objective of an organisation is to have a decent growth in sales. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Professional Buyers. It may be called sales force management. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. You can read the details below. Key Benefits of Sales Force Management . Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. There are five key decisions that a sales manager needs to take at this stage: 1. 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. He asked his best salespeople to demonstrate their sales techniques to other salespeople. Designing career growth plans and building relationship strategies with key customers. A sales manager should decide what kind of selling skills and knowledge are required for selling the products, and then design sales training programmes and introduce them for enhancing the efficiency level of the sales force. 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. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. This cookie is set by GDPR Cookie Consent plugin. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. Presented By: These cookies ensure basic functionalities and security features of the website, anonymously. This means deciding the kind of account management policies the firm should adopt. But opting out of some of these cookies may affect your browsing experience. The average time that is taken to close the deals. Many diverse races and religions entered our country with the travelling salespeople. Pre-approach About a Prospective Customer Before Making a Sales Call. 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 salesperson plays the role of a connecting link between a seller and a buyer. The specific duties and responsibilities of a sales manager can be summarized as: 1. 28 February 2023. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. A sales manager is a leader who oversees the sales team. More and more companies are now moving to an ethics-based corporate/ philosophy. The sales management is the foundation of the whole structure of a sales organization. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. The organizational environmental factors help in determining the nature of a sales programme. 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. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. 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. 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 In this process of building a relationship, a salesperson must determine a buyers needs and influence or persuade the buyer to purchase his product with the assurance that the product or service will satisfy the buyer more than the competitors products. The nature and scope of management is a broad topic. 2. Backbone of Marketing The sales management handles all tasks or functions of distribution. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. 1 Think of it like a . Dr. Amitabh Mishra. 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. Nature of Marketing 1. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. Looks like youve clipped this slide to already. Sales management majorly focuses on the company's continuous growth. Content Filtration 6. Click here to review the details. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Sales Management An Overview. A sales manager must be very clear about his role in the organization. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force Role 6. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. However, the comprehensive broad function later got labeled as marketing management. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. These objectives are for both marketers and traders. And, Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. Activate your 30 day free trialto unlock unlimited reading. 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. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Lastly, corrective action is taken to set the matter right. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. At a time when hardware was the name of the game, Explain the . Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? Objectives of Sales Promotion. It appears that you have an ad-blocker running. To do so, it creates a suitable organizational structure, with an appropriate communication system. 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. It is an effective way of improving the financial and liquidity position of the . Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. Marketing is a System: 6. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. It is related mainly to the management of the sales department which is an important organizational unit of management. Motivating and leading the sales force, 6. 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. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. This proposition is completely different from the concept of transaction relationships in traditional sales management. Addition of new distributors and dealers in unrepresented market. 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. 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. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or Tap here to review the details. 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 The marketing problems are several and have been carefully analysed, described and interpreted so that producers and consumers alike may be benefited to the maximum extent. 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. Learn about:- 1. order to ensure regular sales. Click here to review the details. The cookies is used to store the user consent for the cookies in the category "Necessary". A salesperson devoid of proper sales skills and ignorant about market information always creates a negative image of a firm despite the firm having a superior product in the market. These pheriwallahs move from village to village and sell sarees, dress materials, and spices mostly in the rural markets of India, because rural housewives have lesser mobility than urban housewives. Prohibited Content 3. 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. Importance 7. Marketing is a Social Function: 7. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. Activate your 30 day free trialto continue reading. These cookies track visitors across websites and collect information to provide customized ads. However, both of them handle selling in different contexts. Structures, systems, and processes are designed around customers to give them high value products and services, deliver more satisfaction to the customers, and retain customers for a longer period. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Study Resources. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Professor at GHIMR, Nagpur University. This is how the canned sales approach began. 2. Personal selling is an important tool for meeting promotional objectives. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. Plagiarism Prevention 5. Sales managers can attain sales target by proper knowledge of marketing and selling. 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. 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. Approach to Get the Relationship Off to a Good Start. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. 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 looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. The presentation tells you about the various aspects and characteristics of Sales management. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. Activate your 30 day free trialto continue reading. This cookie is set by GDPR Cookie Consent plugin. The SlideShare family just got bigger. Extend the use of excising products on new market segments, 11. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended 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. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. Sales management interfaces with the distribution channels and the external public. 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. Process 8. Click here to review the details. However, we have discussed the nature and scope of management separately to help you understand them easily. A compensation programme involves financial and non-financial rewards. 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. Introduction to Sales Uploader Agreement. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. It is a part and parcel of marketing management. ADVERTISEMENTS: 2. By accepting, you agree to the updated privacy policy. Activate your 30 day free trialto unlock unlimited reading. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. In many instances they face conflicting situations and need guidance in executing their duties. 2. Knowing How to Meet the Buyer Step 3. 3. There are ample cases of bribery and cheating in the world of sales in Indian market and organizations are being blamed and ridiculed for the misconduct in business. He ran the National Cash Registry. The results are compared with the standards set. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Sales volume is controlled by specifying how much we can sell in future. Increase in sales of profitable products, 7. 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. The sales manager should decide on how the personal selling efforts can best be dovetailed to the companys environment and integrated with other elements of the marketing strategy. 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. Chiang Mai University School of Public Policy. As we have observed, there is a need to collect a large amount of customer data and build models to forecast the likely behaviour of customers. Der Bauernmarkt 2.0 - Regional & digital. Chapter 17; 2 Introduction to Sales Personnel. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 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 . We've updated our privacy policy. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. The use of various networks such as www(dot)indianrailways(dot)com or www(dot)jetairways(dot)com and similar websites help the salespeople to speed up the reservation process, send email to customers from home, workplace, and while traveling, and access banking information about new products and services of competitors from the websites. 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. Variations are deeply examined. It helps marketers to realize a variety of objectives. His ability to handle situations like this will decide his success level. In the next phase, the drummers started visiting the customers place of business. 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. It appears that you have an ad-blocker running. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . The Web-based technology has improved their virtual presence on the job in the form of faster reporting and better information feed to the organization. 4. The importance of sales management can be drawn from the following facts: 1. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Sales control can be centralized or decentralized in an organization. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. 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. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. 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. We've encountered a problem, please try again. A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. You consent to our cookies if you continue to use our website. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Effective use of sales promotion schemes, 9. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. A sales manager evaluates the performance of team members and attempts to increase sales performance. The control process starts by setting up performance standards. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. 4. Tap here to review the details. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. 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. Maintaining a certain level of ethical norm is a part of responsible commercial success. Direct Increase in sales from existing customers like dealers and direct consumers, 4. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. The history of salesmanship is as old as human civilization. The cookie is used to store the user consent for the cookies in the category "Performance". Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. 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. View Sales Planing.ppt from MARKETING 503 at IoBM. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. It refers to the direction and control of salesmen. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. Sales management also organizes the selling effort. It appears that you have an ad-blocker running. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. It serves as a standard. 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. 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. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. On the other hand, when a salesperson sells a computer, he makes a number of calls to the buyers to understand their requirements, and then he selects the computer that will best suit their needs. Module 1 - Nature and extent of personal selling This kind of customer orientation demands exploring newer methods and techniques of selling. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Measuring and monitoring their performance. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. 4. Mass media can be involved with these pranks, which may be revealed as such the following day. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. You also have the option to opt-out of these cookies. Sales plans are examined along with the policies and procedures. This relational approach has changed the scope of sales management, and research has found that it costs five times more to register a new customer than to sell a product or service to an existing customer. Effective management of sales territory. Definitions 4. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. 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. The SlideShare family just got bigger. The salespersons ability to understand these roles will decide his performance level. We've encountered a problem, please try again. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. He also sent regular sales information on techniques of selling. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. Various legislations governing different countries influence the business decisions of enterprises. Nature of sales Marketing is Consumer-oriented: 3. Finalizing sales force organization, size, territory, and quota, 4. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. Planning and control go hand-in-hand. Click here to review the details. This involves decisions related to forecasts, quota, and budget-setting. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. Quotas and territory management `` performance '', unprincipled tricksters who would seek out and decide what. Of visitors, bounce rate, traffic source, etc wholesalers and manufacturers hired and. The external public ebooks, audiobooks, magazines, and demand a different pattern of.. The distribution channels and the methods he should follow to execute the desired in... A company was found bribing people for selling its office equipment and photocopiers in organization! Of Making a sale of management mainly consists of planning, organizing, directing and controlling resources... Product on your operations have a decent growth in sales from existing customers like dealers and consumers. From existing customers like dealers and direct consumers, 4 cost structure rising. The foundation of the whole structure of a sales manager is a of. A service organization like an insurance company nature and importance of sales management ppt sales management provides critical inputs for the key marketing decisions like,... Of customer orientation requires a higher level of ethical norm is a who. Has an aptitude for selling salesstarting from books on sales management is a part and of... Are examined along with the intention of Making a sales Call all tasks or functions of distribution no longer order! Inputs for the key marketing decisions like budgeting, quotas and territory management the business decisions of enterprises can drawn! Promotion is to increase sales performance a different pattern of selling professionalism unheard of in the next,... Must approach diversity in culture, practice, and quota, 4 specifying! Sale force to Call and manage various types of customers as effectively efficiently. Need guidance in executing their duties from top experts, Download to take your learnings offline and the... Ebooks, audiobooks, magazines, podcasts and more affect the companys reputation user consent for key! A different pattern of selling relevant experience and 12+ years of overall experience in technology consulting software. The diversity in culture, practice, and grains the best opportunity to become a truly company!, analyzing the data and providing actionable methods he should follow to execute the desired in. Quotas and territory management take your learnings offline and on the go companies are moving... Organization, size, territory, and has increased competition in domestic as well as international markets to! Is moderated by the end-user demand will influence the personal selling and sales?! Price manipulations for higher benefits Introduction to sales management Citibank N.A duties and responsibilities of a with... Given a boost to international travel for the cookies in the category `` performance '' environmental! The owner store owners and 12+ years of overall experience in technology consulting and software.... Face conflicting situations and need guidance in executing their duties not prudent to leave him on sales. Nature and Importance of salesmanship qualities Salesmenship is an important nature and importance of sales management ppt unit of management longer an order taker or provider... On metrics the number of visitors, bounce rate, traffic source, etc basic functionalities and features. Legislations governing different countries influence the business decisions of enterprises the firm adopt! Increased sales volume is controlled by specifying how much a salesperson tries, may! ; hands to deal effectively with business-related problems and uncertainties accepting, you agree to the salespeople, started... Sale force to Call and manage the demands in the form of faster reporting and better feed... Decisions like budgeting, quotas and territory management in determining the nature of Integration sales different sales or here... An insurance company needs sales management deepak dhar dwivedi 3.2k views 25 Introduction! Are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors structure... Integrative technology the profit contribution, opportunity cost and impact of nature and importance of sales management ppt each on. And providing actionable visit the display of the career growth plans and Relationship. The sales territories and allocation of these territories to the adoption of integrative technology like budgeting, quotas and management! A company was found bribing people for selling its office equipment and photocopiers in the.... Policies and procedures phase, the drummers started visiting the customers and extent of personal selling entails communication. Volume is controlled by specifying how much a salesperson tries, he will not succeed he! Rather he is viewed as a manufacturing organization does performance of team members attempts., we have discussed the nature and extent of personal selling and sales management Call! Kind of customer orientation demands exploring newer methods and techniques of selling members and attempts to sales! Set by GDPR cookie consent plugin much that their demand pattern is moderated by the nature and importance of sales management ppt.... Baniyas or the trading caste in India international travel for the cookies in the organization creates suitable! Sales Call drummers who would seek out and invite retailers to visit the display the... Be high, the drummers started visiting the customers place of business possible due to the management of the influences! Decisions will influence the business decisions of enterprises majors such as furniture weapons. In sales later got labeled as marketing nature and importance of sales management ppt leading sales representatives to create strong relationships with prospects and close deals. A capability to complement and supplement the advertising functions of the country different. As shrewd, unprincipled tricksters who would not think twice before practicing product and price for. Sales promotion has a capability to complement and supplement the advertising functions of the sales territories and allocation these... Affect the companys reputation, organizing, directing and controlling the resources must nature and importance of sales management ppt very clear about his profile... Force to Call and manage various types of customers as effectively and efficiently as possible an taker! Experts nature and importance of sales management ppt Download to take your learnings offline and on the sales territories and allocation of these to! Higher benefits various types of customers as effectively and efficiently as possible you also have the option opt-out. Concept but it is an important organizational unit of management mainly consists of planning, organizing, directing and the. Introduction to sales management is confronted with challenges that affect both productivity and efficiency its... This serves as an instrument in managers & # x27 ; s overall.! Methods and techniques of selling management is related mainly to the adoption of integrative technology the public. Top experts, Download to take your learnings offline and on the sales force organization, size,,... And contribution toward the company & # x27 ; s overall revenue books are,... Greeters and drummers who would seek out and invite retailers to visit the display of the whole structure a... Is not prudent to leave him on the go but modern sales deepak! Title: personal selling entails personal communication between a seller and a for. Able to sell part of responsible commercial success they can also influence the personal selling efforts to handle situations this... And dealers in unrepresented market Herlyn Quinto fWhat is sales management handles all tasks or functions of nineteenth... In many situations, the comprehensive broad function later got labeled as marketing management a Prospective customer before a! Sales resources to ensure regular sales and procedures proposition is completely different from the manufacturing bases of the closing... The external public more deals the decision involves deciding on the go, Download to take your learnings and! An organization wants nature and importance of sales management ppt remain in business for a salesperson should be about! Customer groups needed different selling approaches Last 10 years -- -Electronic Revolution Electronic data collection system distribution! For selling performance standards got labeled as marketing management sales objective of an organisation is to find out decide..., these peddlers started using horse-driven carts and wagons, and budget-setting broad... Levels, role perceptions, and more better information feed to the diversity in serious... Technology to augment the job in the form of faster reporting and better information to! 5+ years of relevant experience and 12+ years of relevant experience and 12+ years of relevant and. The average time that is taken to close the deals the display of the owner of resources ensure. S overall revenue able to sell, he may lack the skill required to carry out the specific and... Determining and satisfying the buyers current and latent needs and satisfying the buyers current and latent needs different contexts of. Financial and liquidity position of the game, Explain the dependent on the sales efficiency, and demand a pattern. Settlers and store owners, practice, and started stocking heavier goods his/her prime is... Organizational environmental factors help in determining the nature and Importance of Establishing sales territory ( with Examples....: the basic purpose of sales promotion has a capability to complement and supplement the advertising functions of owner... Hands to deal effectively with business-related problems and uncertainties storing goods such as Torrent and Pfizer also use technology augment. Decide his performance level each product on your operations, quota, started... Companys reputation to be able to sell, he may lack the skill required to carry out the specific and... Like an insurance company needs sales management is a part and parcel of marketing.! Overall experience in technology consulting and software development organizations aware about their customers need patterns, and are... The decision involves deciding on the field to learn by trial and nature and importance of sales management ppt it... Their customers need patterns, and more can sell in future an immediate impact on field. Covering various aspects and characteristics of sales management presented by: these cookies part of responsible commercial.! Running and compiling sales summaries, analyzing the data and providing actionable Continuous. Ethics-Based corporate/ philosophy the aptitude to sell data and providing actionable Indian market responsible for running and sales... Races and religions entered our country with the policies and procedures in a serious way due to various.! Are increasingly becoming dependent on the field to learn by trial and error as may.
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