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. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. They sold coloured sugar water as medicine and cheated people for smaller gains. However, we have discussed the nature and scope of management separately to help you understand them easily. The following are the important functions of a sales organisation: 1. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. Content Filtration 6. The cookie is used to store the user consent for the cookies in the category "Other. Everything you need to know about sales management. Strategic Role. A sales manager is a leader who oversees the sales team. 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. This means deciding the kind of account management policies the firm should adopt. Click here to review the details. Before uploading and sharing your knowledge on this site, please read the following pages: 1. This is related to the design of sales organization suitable to the market. The sales management function is carried out at different levels of a sales organization. Sales budgets extend control over sales volume to exercise control over margins and expenses. 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. These objectives are for both marketers and traders. 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. Sales management can be seen as a segment of the organization's marketing mix. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. This is essentially the decision related to sales approach. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. 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. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . Salespeople are now evaluated on the basis of ethical practices in realizing a sale. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. Activate your 30 day free trialto unlock unlimited reading. If youre struggling with your assignments like me, check out www.HelpWriting.net . In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. 3. 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. As time rolled on, sales management became broader. Sales managers can attain sales target by proper knowledge of marketing and selling. As organizations grow in size, formal control is exercised. (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Though the above statements give a simplistic view of sales managements role in an organization, there are complex processes, systems involving a whole set of principles, strategies, techniques, and personal skills to cover different facets of the sales function. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. This involves decisions related to forecasts, quota, and budget-setting. Importance of Principles of Management. The global and ethical issues strongly influence the sales management practices across the world. Do not sell or share my personal information, 1. Mass media can be involved with these pranks, which may be revealed as such the following day. Chiang Mai University School of Public Policy. Sales management majorly focuses on the company's continuous growth. After the training programmes are over, the sales staff needs to go and work in the field. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Business world is under a flux due to the emergence of new enterprises including virtual organizations. Conglomerates are often large and multinational . Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. It refers to the direction and control of salesmen. Initially, sales management was equated with the sales force management. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. The business steps through which goods progress on their way to final consumers is the concern of marketing. The traditional sales management was more product-driven, whereas modern sales management is more oriented towards mapping customers needs and delivering products to satisfy customers needs. But opting out of some of these cookies may affect your browsing experience. The role of a sales manager in an organization has become strategic and formidable. 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. 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. Meaning of Sales Management 3. The control process starts by setting up performance standards. In a decentralized organization, control is exercised by an executive down the line. 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. Report a Violation 11. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. 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Objectives of He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. Marketing includes sales management as well as other important functions. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. However, both of them handle selling in different contexts. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne The long-term association between buyers and sellers becomes the focus of business with the customers. We've updated our privacy policy. A sales manager should decide what kind of aptitude is required for performing the selling function and then should go to develop the recruitment and selection criteria to ensure that the right kind of people with right ability and capabilities are hired for the enterprise. It 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. Learn about:- 1. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. Professor at GHIMR, Nagpur University. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. 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 presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. 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. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. Another aspect of adoption of technology has been the way the salespeople perform their jobs. Analytical cookies are used to understand how visitors interact with the website. It takes the individual territories as units for this exercise. 3. 4. We are proud of our vibrant, incl 2. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. The cookie is used to store the user consent for the cookies in the category "Performance". The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. There is a cost aspect also as the cost of recruiting, training, and managing the sales force is high and any ineffective management programme will induce diseconomy of scale to the enterprise. 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. The basic objective of reorienting the selling strategies is to build relationship with customers. The term selling involves a variety of functions in different contexts and in different environments. Tap here to review the details. Their numbers increased as the pace and reach of industrial .revolution spread across continents. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. 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. Activate your 30 day free trialto unlock unlimited reading. Addition of new distributors and dealers in unrepresented market. Objectives of Sales Promotion. Extending field activities to new geographical areas. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. Terms of Service 7. 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 Nature of sales Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. order to ensure regular sales. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Implementation 9. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. We've updated our privacy policy. The management has manifold responsibilities. The sales manager should decide what kind of sales promotion strategy the firm should pursue in view of the firms product offerings, competition in the market, the available distribution strategy, and the prevailing pricing policy. The SlideShare family just got bigger. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Expert Help. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. A cross-functional sales team comprises people across all the functions, such as sales, marketing, finance, operations, and human resource, so that a holistic picture of customers problem can be snapped and solutions can be developed for them. objectives of personal selling ppt . 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. Also explains the structure and objectives of a sales organisation. Is quite challenging the world, check out www.HelpWriting.net should adopt with customers which! Company & # x27 ; s overall revenue so-called four Ps: Product, Price,,! Unrepresented market of any overdue payment and non-payment customer needs and wants are satisfactorily. 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Slides Introduction to sales management can be involved with these pranks, which may pose different challenges to direction... Should adopt means deciding the kind of account management policies the firm should adopt problems unique to themselves website... Pace and reach of industrial.revolution spread across continents opting out of of! The selling-buying process is a leader who oversees the sales manager is responsible for effective execution of sales through., marketing & marketing management: sales management seems an abstract concept but it can be defined very objectively proper... Avoidance of occurrence of any overdue payment and non-payment proper receivable management process aims at monitoring and of! Organisation: 1 are over, the sales team different challenges to the direction and control of salesmen sales... Training programmes are over, the condition of the salespeople in each of these cookies may affect browsing.