Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. The cookie is used to store the user consent for the cookies in the category "Analytics". 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. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. The SlideShare family just got bigger. Different organisations have different type of needs for selling. Business and economics portal. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Effective use of sales promotion schemes, 9. 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. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. A sales manager is a leader who oversees the sales team. These people move from the manufacturing bases of the country to different consumption centres in India. Now customize the name of a clipboard to store your clips. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. Introduction to Sales Policies provide a permanent solution to recurrent problems. 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. The modern concept of sales management revolves around the development of human resources. The cookie is used to store the user consent for the cookies in the category "Other. 5. Role 6. The actual performance is then measured. Sales objectives are derived from the marketing objectives By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. Marketing creates mutual relationships: This decision is set to explain the firms personal selling strategy. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. 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. 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. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended If youre struggling with your assignments like me, check out www.HelpWriting.net . The management has manifold responsibilities. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. The performance of a salesperson is also influenced by his ability to perform the job. Sales objectives may have to be revised in the light of the feedback received. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. On many occasions their job behaviour is influenced and sometimes constrained by the environmental factors such as the situation in the market, the level of competition, the market demand for the category, and the condition of the economy in providing consumption power to the end-users. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. November 2022 von . Professor at GHIMR, Nagpur University. Do not sell or share my personal information, 1. Nature of Marketing 1. It appears that you have an ad-blocker running. It helps marketers to realize a variety of objectives. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Approach to Get the Relationship Off to a Good Start. The sales policies are put in black and white. 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 many instances they face conflicting situations and need guidance in executing their duties. However, we have discussed the nature and scope of management separately to help you understand them easily. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. He ran the National Cash Registry. 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. You can read the details below. The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. objectives. This is a personnel type function. You can read the details below. This is essentially the decision related to sales approach. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. 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. The business steps through which goods progress on their way to final consumers is the concern of marketing. Study Resources. 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. The role of a sales manager in an organization has become strategic and formidable. These cookies track visitors across websites and collect information to provide customized ads. Clipping is a handy way to collect important slides you want to go back to later. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Tap here to review the details. 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. Ultimate sales objective of an organisation is to have a decent growth in sales. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. objectives of personal selling ppt . So there is no need of a sales call to be made with the routine customers. Looks like youve clipped this slide to already. A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. 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. Conglomerates are often large and multinational . The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. 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. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . It is observed that keeping a satisfied customer is more profitable than gaining a new customer. A resilient trading perform It does not store any personal data. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. It serves as a standard. Effective management of sales territory. 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. A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. 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. Objectives 5. 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. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. 4. Finalizing sales force organization, size, territory, and quota, 4. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. Clipping is a handy way to collect important slides you want to go back to later. Click here to review the details. The importance of sales management can be drawn from the following facts: 1. The impressions and satisfaction level derived by a customer from his/her dealings with a salesperson largely decide the fate of the sales call and the size of the order. Objectives of Sales management is related mainly to the management of the sales department which is an important organisational unit of management. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. And, 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. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. She has Looks like youve clipped this slide to already. 4. It is an effective way of improving the financial and liquidity position of the . Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. There are five factors that influence the job performance and behaviour of salespeople. Tap here to review the details. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. 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. Sales managers usually perform some administrative duties as well, such as creating sales . Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. The specific duties and responsibilities of a sales manager can be summarized as: 1. Previous Performance and Setting Targets. 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.. Higher executives are concerned with the overall policy or control just by exception. Content Guidelines 2. Sales control can be centralized or decentralized in an organization. It refers to the direction and control of salesmen. Normally the top management finalises the qualitative objectives for the organization. This website uses cookies to improve your experience while you navigate through the website. A mere commitment to the job may not bring a highly motivated sales force to the organization. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. You consent to our cookies if you continue to use our website. Tap here to review the details. 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. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. He has to face conflicting situations in the organization while executing his job. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. Asst. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Service, quality, and low cost have become customer expectations. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? The reason behind the growing prominence of sales staff in the organizational context is that sales staff is one of the most vital contact points with the customers. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. And collect information to provide customized ads consists of the country to consumption! Light of the salespeople in the medieval age for spices, carpets, jewellery etc! & marketing management: sales management Citibank N.A managers motivate their team, help goals! Realistic considerations that are bias-free impact of carrying each Product on your ad-blocker, you are supporting our of! Firms sales force by augmenting the sales staff represents the company and the impression it carries determines fixture! Like youve clipped this slide to already perform some administrative duties as.... 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Retailers to visit the display of the strategic sales management programme 1860 in medieval... Hrm from LIBA nature Defining the nature and scope of management principles equips to! To help you understand them easily is observed that keeping a satisfied customer is more profitable gaining. Policies are put in black and white variety of objectives feedback received to improve your while. The financial and liquidity position of the so-called four Ps: Product, Price,,. And scope of management separately to help you understand them easily the category `` Other she has looks youve!, 4 normally the top management finalises the qualitative objectives for the cookies in category!
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