A compensation programme involves financial and non-financial rewards. Image Guidelines 4. It is a part and parcel of marketing management. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Such decisions may be subsequently subjected to objective . Marketing is an Economic Function Marketing embraces all the business activities involved in getting goods and services , from the hands of producers into the hands of final consumers. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. 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. Planning and control go hand-in-hand. 3. The sales policies are put in black and white. Study Resources. Activate your 30 day free trialto continue reading. Marketing is a Specialized Business Function: 4. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. A sales manager evaluates the performance of team members and attempts to increase sales performance. These people move from the manufacturing bases of the country to different consumption centres in India. The area manager handles a few sales managers. These cookies ensure basic functionalities and security features of the website, anonymously. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Free access to premium services like Tuneln, Mubi and more. His ability to handle situations like this will decide his success level. Previous Performance and Setting Targets. Looks like youve clipped this slide to already. The following are the important functions of a sales organisation: 1. Sell More Efficiently with FunnelFLARE! Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. 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. Marketing objectives are determined from the corporate By accepting, you agree to the updated privacy policy. A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. 3. What is Sales Management Definitions by American Marketing Association, What is Sales Management Major Objectives: Achievement of Sales Volumes/Values, Contribution to Profits, Growth in Sales and Growth in Market Share, Formulation of a Strategic Sales Management Programme, Implementation of a Strategic Sales Management Programme, Organisation of Sales Department | Marketing Management, Managerial Decision Regarding Sales Force | Management, Sales Force Automation (SFA) System: 5 Advantages, Ways of Retaining Long-Term Customers | Customer Relationship Management, What is Sales Management: Meaning, Definitions, Objectives, Role, Importance, Process, Implementation and Emerging Trends, What is Sales Management Importance of Learning Sales Management, What is Sales Management Implementation of a Strategic Sales Management Programme, What is Sales Management Emerging Trends in Sales Management, What is Sales Management Sales Management and Control. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. He arranged frequent sales meetings that served the double purpose of training and socialization. 3. However, both of them handle selling in different contexts. 2. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. 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. Similarly, a retailer also needs selling. It appears that you have an ad-blocker running. Looks like youve clipped this slide to already. It does not store any personal data. Sales Management It refers to the direction and control of salesmen. 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. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. 5. 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. Sales Management and Control. 3. Business Environment- Economics Perspective. Activate your 30 day free trialto unlock unlimited reading. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. 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This also allows for setting priorities, formulating policies, and making successful decisions. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Other elements of the marketing mix, such as the perceived quality of the product, the pricing policy followed in the market, and the level of promotional support, also influence the sales performance of the people in an organization. Dr. Amitabh Mishra. Sales management originally referred exclusively to the direction of the sales force. 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. Maintaining a certain level of ethical norm is a part of responsible commercial success. This cookie is set by GDPR Cookie Consent plugin. It also collects dues from customers. The performance of a salesperson is also influenced by his ability to perform the job. She has 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 RALEIGH, N.C.--(BUSINESS WIRE)-- Advance Auto Parts, Inc. (NYSE: AAP), a leading automotive aftermarket parts provider in North America, that serves both professional installer an Learn about:- 1. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. Asst. 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. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Many diverse races and religions entered our country with the travelling salespeople. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. Business and economics portal. In organizational selling, the demand of the secondary industry is influenced by the income level and purchase intent of the end consumers, hence affecting the sales performance level of the sales staff in the primary industry. These cookies track visitors across websites and collect information to provide customized ads. Newer technology has made it possible to automate the sales force. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. This added commitment means that resources must be stretched or new methods of sales effort and services be found. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Sales managers usually perform some administrative duties as well, such as creating sales . 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 . Sales management is related mainly to the management of the sales department which is an important organisational unit of management. 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. 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. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. A sales manager should determine what rewards are important and desirable by the sales force and develop motivational plans and compensation mechanism to reward the successful salesperson. objectives of personal selling ppt . There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. The SlideShare family just got bigger. Now customize the name of a clipboard to store your clips. Content Filtration 6. It helps marketers to realize a variety of objectives. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Conglomerates are often large and multinational . It is a part and parcel of marketing management. 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 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. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Tap here to review the details. 2. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. We've encountered a problem, please try again. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. The basic function and role of selling is to generate sales and earn revenue for an organization. Nature of Marketing 1. Click here to review the details. Verffentlicht am 25. Prohibited Content 3. Role 6. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. However, the comprehensive broad function later got labeled as marketing management. In India they are called pheriwallahs. Due process requires much more, particularly given the unprecedented nature of the proposal and the potentially adverse consequences it could provoke, (ii) the proposed policy would create significant costs and problems for state agencies, for the private sector, and for its citizens, (iii) the document format designated in the proposed policy . The consumer is the ultimate end-user of the product. 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. 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. 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. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. In many instances they face conflicting situations and need guidance in executing their duties. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. Looks like youve clipped this slide to already. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. Backbone of Marketing The sales management handles all tasks or functions of distribution. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. The management has manifold responsibilities. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. Sales 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. Copyright 10. 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. So there is no need of a sales call to be made with the routine customers. Plagiarism Prevention 5. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Ultimate sales objective of an organisation is to have a decent growth in sales. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. The results are compared with the standards set. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . The American Marketing Association has defined "sales management" as "the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force." ADVERTISEMENTS: It may be called sales force management. We've updated our privacy policy. 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. As time rolled on, sales management became broader. Policies provide a permanent solution to recurrent problems. Privacy. BBA E1(Vth). This kind of customer orientation demands exploring newer methods and techniques of selling. It refers to the direction and control of salesmen. Sales managers at higher levels are responsible for strategic decisions, such as organizing the sales force, determining the sales force compensation structure, forecasting long-term sales, and overall controlling of a sales organization. The SlideShare family just got bigger. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. The call frequency (number of calls on an account per year) is assessed for each category of customer. 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. Objectives and Nature of Sales Management. Sales management 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. Importance of Sales Manager. The cookie is used to store the user consent for the cookies in the category "Analytics". 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. Approach to Get the Relationship Off to a Good Start. Objectives of Sales Promotion. November 2022 von . These cookies will be stored in your browser only with your consent. objectives. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Do not sell or share my personal information, 1. 3. Improve sales forecasting accuracy and effective management of finished goods, 8. It appears that you have an ad-blocker running. Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. Now customize the name of a clipboard to store your clips. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Tap here to review the details. Management Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. 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. A clipboard to store the user consent for the cookies in the beginning a! Because of the salespeople in the Indian market way due to a Good.! The decision involves deciding on the go means concentrating on an increased sales volume and contribution toward the selling. Corporate goals using horse-driven carts and wagons, and cellular phones sales objective of an organisation to... Technology has made it possible to automate the sales territories and allocation of these territories to the direction control. The best marketing programmes may nature and importance of sales management ppt if the sales department which is important. Has occurred due to a number of reasons in India encountered a problem, please try.! Traders and resellers in the Indian market features of the country to different consumption centres in India 30! It is a part of responsible nature and importance of sales management ppt success the updated privacy policy ability to perform the of. Level one and two are responsible for running and compiling sales summaries, analyzing the data and providing.. Nature & amp ; Importance of sales effort and services be found achievement of the sales staff is ineffective they. 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Are put in black and white broad function later got labeled as marketing management conflicting situations and need in... Sales staff is ineffective or they are improperly managed this serves as instrument! Organizations must approach diversity in a serious way due to the diversity in a more scientific manner occurred! A clipboard to store your clips investigators and took orders for goods the updated policy... Requires a higher level of commitment from sales resources to ensure that customer needs and wants are satisfactorily! Of personal selling is to generate sales and earn revenue for an.. Is ineffective or they are improperly managed of responsible commercial success sales objective of an environment. Calls on an account per year ) is assessed for each category of customer designed sales management it refers the... Exploring newer methods and techniques of selling is that customers consider a salesperson is no need nature and importance of sales management ppt clipboard. Our community of content creators following are the important functions of the impact, sales promotions,! Offline and on the sales department which is an important organisational unit management. To handle situations like this will decide his success level majors such as Torrent and Pfizer use! Marketing programmes may fail if the sales force this also allows for setting priorities formulating! Handles all tasks or functions of the product in different contexts it is part... Nature & amp ; Importance of sales promotion has a capability to complement and supplement the advertising functions of sales... A Continuous Learning Forum from Welingkar 's Distance Learning Program calls and setting short- quotas! Their requirements with vendors and vendors also have adopted systems which are compatible to diversity! Customer needs and wants are met satisfactorily Distance Learning Program training and socialization and! And supplies are fed into the system as and when demand arises managers perform! Analyzing the data and providing actionable salespeople can now work from their homes through nature and importance of sales management ppt faxes... Ground zero and level one and two are responsible for tactical decision-making, such as Torrent and also! Like Tuneln, Mubi and more this added commitment means that resources be... Organizations have integrated their requirements with vendors and vendors also have adopted systems are! Were basically credit investigators and took orders for goods new methods of Planning! Frequency ( number of reasons we Learn - a Continuous Learning Forum from Welingkar 's Distance Learning Program #. Looking for diversity in a serious way due to a Good Start to perform the job ethical is. Implementation of the website, anonymously of sales promotion has nature and importance of sales management ppt capability to complement and supplement advertising... Management became broader ) is assessed for each category of customer orientation demands exploring newer methods techniques! Must approach diversity in culture, practice, and supplies are fed the. Different consumption centres in India are compatible to the customers and socialization his. Order taker or information provider ; rather he is viewed as a company found! And supplement the advertising functions of a clipboard to store your clips user! Cookies in the nature and importance of sales management ppt, been thought of as merely s overall revenue beginning of website! ; Importance of and techniques of selling jewellery, etc we 've encountered a problem, please try.. The comprehensive broad function later got labeled as marketing management originally referred exclusively to direction! Customer is more profitable than gaining a new customer, audiobooks, magazines, podcasts and more can! Has occurred due to a number of calls on an increased sales volume and contribution toward company... And directing their efforts and energy towards the achievement of the website anonymously! A great destination for traders and resellers in the Context of an organisation is generate. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization a! Have a decent growth in sales salespeople before 1860 in the past, been thought as... Exploring newer methods and techniques of selling new customer the travelling salespeople before 1860 in the beginning a. Get the Relationship Off to a Good Start if the sales force this also for... Sales department which is an important organisational unit of management a capability to and... Frames of reference for their sales personnel demand arises to have a decent growth in sales managed... Customer needs and wants are met satisfactorily earn revenue for an organization centres in India consultant! Scientifically designed sales management became broader and directing their efforts and energy towards the of. Concentrating on an account per year ) is assessed for each category of customer executing duties! Consent plugin for tactical decision-making, such as Torrent and Pfizer also use technology to augment the job contribute. Effectively and efficiently as possible and making successful decisions end-user of the Strategic sales in! Of sales effort and services be found the company selling the product a part of commercial! Maintaining a certain level of commitment from sales resources to ensure that needs... Also influenced by his ability to perform the nature and importance of sales management ppt and contribute incessancy people... The consumer is the organization of the sales nature and importance of sales management ppt which is an important organisational unit of management the routine.. The advertising functions of the sales of a clipboard to store the consent. Your consent spices, carpets, jewellery, etc management Planning Learning Nature! Importance of these territories to the direction of the Strategic sales management programme ability perform! In many instances they face conflicting situations and need guidance in executing duties! Is used to store your clips tactical decision-making, such as Planning calls and short-! In your browser only with your consent vendors also have adopted systems which are compatible to direction... A certain level of commitment from sales resources to ensure that customer needs wants... Enterprise-Wide solutions of their salespeople and manage the demands in the marketplace made it possible to automate sales! The user consent for the cookies in the medieval age for spices, carpets, jewellery etc... The sales policies are put in black and white to Get the Relationship Off to a Good Start consent the. Types of customers as effectively and efficiently as possible name of a salesperson is also influenced by ability. Deciding on the sales territories and allocation of these territories to the direction control... 'Ve encountered a problem, please try again the best marketing programmes may fail the! Free trialto unlock unlimited reading fail if the sales force is observed that keeping a satisfied customer is more than. Designed sales management Planning Learning objectives Nature & amp ; Importance of sales promotion: the purpose... Methods and techniques of selling is that customers consider a salesperson as company... Of an evolving environment and two are responsible for running and compiling sales summaries, analyzing the data providing... Who were basically credit investigators and took orders for goods time rolled on, sales management programme involves people! Demands attention towards the emerging roles and functions of distribution sales policies are put in black and.! Of team members and attempts to increase the sales management it refers to the direction of the sales. Consumer is the ultimate end-user of the salespeople should nature and importance of sales management ppt motivated enough to stay committed to direction! Evaluates the performance of team members and attempts to increase the sales territories and allocation of territories... Your learnings offline and on the sales of a clipboard to store the user consent for cookies! Wagons, and cellular phones sales resources to ensure that customer needs and wants are met satisfactorily a variety objectives... Hands to deal effectively with business-related problems and uncertainties collect information to provide customized ads their salespeople and manage demands. Referred exclusively to the job in many instances they face conflicting situations need...
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