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. Meaning of Sales Management 3. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. It is related mainly to the management of the sales department which is an important organizational unit of management. The management has manifold responsibilities. Sales management originally referred exclusively to the direction of the sales force. To do so, it creates a suitable organizational structure, with an appropriate communication system. Step 4. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? However, we have discussed the nature and scope of management separately to help you understand them easily. 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. It does not store any personal data. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. The call frequency (number of calls on an account per year) is assessed for each category of customer. Evolution of Sales Management 2. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. 28 February 2023. Content Filtration 6. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. management Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Determining sales force objectives and goals, 2. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Sales policies are subject to review in the light of the situation. These objectives are for both marketers and traders. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. At a time when hardware was the name of the game, Explain the . 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. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. The organizational environmental factors help in determining the nature of a sales programme. 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. Normally the top management finalises the qualitative objectives for the organization. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. This cookie is set by GDPR Cookie Consent plugin. Paul Hermann described Bronze Ages travelling salespersons sample case. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. PERSONAL SALES AND THE MARKETING MIX Personal selling is the oral and physical offering of a product by a salesperson, to one or more prospective buyers with the purpose of identifying a problem or problems. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). Produce prefers to hire salespersons with excellent salesmenship skills. It takes the individual territories as units for this exercise. 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. Sales Manager plays an important role in Small, Medium and large business. Sales management today is the most important function in a commercial and business enterprise. Tap here to review the details. Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. It helps marketers to realize a variety of objectives. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. Sales management is solely concerned with the direction and control of the sales force. Sales management came to be defined by AMA (American Marketing Association) 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.. The sales management process covers three interrelated stepsformulation of a strategic sales programmes, implementation of the strategic sales programme, and evaluation and control of sales force performance. 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. Report a Violation 11. 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. A sales manager is a leader who oversees the sales team. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. As time rolled on, sales management became broader. Higher executives are concerned with the overall policy or control just by exception. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. We've encountered a problem, please try again. non verbal communication differences between cultures ppt. In addition, there are books on personal selling and selling techniques too. 4. 3. The average time that is taken to close the deals. 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. ADVERTISEMENTS: 2. Increase in sales from existing customers like dealers and direct consumers, 4. Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. 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.. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. You can read the details below. So there is no need of a sales call to be made with the routine customers. Sales managers can attain sales target by proper knowledge of marketing and selling. Sales managers usually perform some administrative duties as well, such as creating sales . 3. The importance of sales management can be drawn from the following facts: 1. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. Module 1 - Nature and extent of personal selling Personal selling occurs when an individual sales person sells a product, service or solution to a client. Nature of sales Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. Different organisations have different type of needs for selling. It's not a simple phone call, as it often involves a meeting and a demo. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. They know how to do an amazing essay, research papers or dissertations. The cookies is used to store the user consent for the cookies in the category "Necessary". By accepting, you agree to the updated privacy policy. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Many diverse races and religions entered our country with the travelling salespeople. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. Sales management majorly focuses on the company's continuous growth. In India they are called pheriwallahs. By clicking Accept, you consent to the use of ALL the cookies. This is a personnel type function. 2. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. In many companies, the salespeople are trained regularly to increase their knowledge regarding the emerging global competition and the application of technology in the selling function. The global and ethical issues strongly influence the sales management practices across the world. The demands of the potential customers and the strategic moves of competitors are two important external environmental factors that a sales manager should take into account. Emerging Trends 10. Sales management interfaces with the distribution channels and the external public. We've updated our privacy policy. This involves decisions related to forecasts, quota, and budget-setting. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. This cookie is set by GDPR Cookie Consent plugin. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. 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. We also use third-party cookies that help us analyze and understand how you use this website. The SlideShare family just got bigger. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. Sales management, according to the above definition, is the management of the sales force. And, Customers are grouped into categories according to the value of goods bought and potential for the future. The importance of learning sales management and training manpower in professional selling skills is evident by the amount of money being spent in India and elsewhere by organizations selling products across categories. 2. He also sent regular sales information on techniques of selling. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. 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. 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. Activate your 30 day free trialto continue reading. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. 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. 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. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. 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. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. The cookie is used to store the user consent for the cookies in the category "Performance". They sold coloured sugar water as medicine and cheated people for smaller gains. They ruled this country to protect their own business interests. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. Effective management of sales territory. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. 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. Do not sell or share my personal information. 2. The incidence is on buyer as a transaction is analysed on the basis of economic value. Marketing objectives are determined from the corporate Privacy Policy 9. Free access to premium services like Tuneln, Mubi and more. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. Improve sales forecasting accuracy and effective management of finished goods, 8. 1 It appears that you have an ad-blocker running. So in situations like these the sales managers need to develop effective supervision policies and procedures so that the salespeople can obtain advice and guidance from the management. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. His ability to handle situations like this will decide his success level. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. The real sales activity now is in retaining customers rather than just closing the sales. Conglomerates are often large and multinational . The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. The role of a sales manager in an organization has become strategic and formidable. Chiang Mai University School of Public Policy. 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 force organization structure (image), Regional sales representative performance appraisal. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. 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. The sales force may communicate effectively with the other departments of the company if it is a well-planned organization and has an appropriate distribution network. Business world is under a flux due to the emergence of new enterprises including virtual organizations. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. However, the comprehensive broad function later got labeled as marketing management. This means deciding the kind of account management policies the firm should adopt. Necessary cookies are absolutely essential for the website to function properly. A sales manager plays a key role in the success and failure of an organization. Management 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 sales manager evaluates the performance of team members and attempts to increase sales performance. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Prohibited Content 3. 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. We are grateful to our community members who have come to share their experiences and learn from one another, and we look forward to continuing that tradition in the Collab community and through our partners at BT1 and around the diabetes community. Designing compensation plan and control systems, 7. Patterson was the pathfinder who showed the strategy and skill required to transform a sales force into an effective workforce for generating sales and profits. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. The cookie is used to store the user consent for the cookies in the category "Analytics". Free access to premium services like Tuneln, Mubi and more. 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. Activate your 30 day free trialto unlock unlimited reading. Do not sell or share my personal information, 1. We've encountered a problem, please try again. 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. This added commitment means that resources must be stretched or new methods of sales effort and services be found. 5. Marketing as a Discipline: 5. 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. Learn about:- 1. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. A state manager handles sales at the state level, and all the area managers work under him. As different kinds of selling demands different kinds of role expectations, a person successful in a particular job may fail in another role in the same or a different organization. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. Approach to Get the Relationship Off to a Good Start. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. Study Resources. 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. Objectives 5. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. Lastly, corrective action is taken to set the matter right. Sales management can be seen as a segment of the organization's marketing mix. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. With the advent of Internet technology and Web-based platforms for interaction with customers, personal selling has become a method of marketing communication which fosters personalized and interactive dialogue with customers. 2. Sales Management An Overview. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. But opting out of some of these cookies may affect your browsing experience. Clipping is a handy way to collect important slides you want to go back to later. This also allows for setting priorities, formulating policies, and making successful decisions. Click here to review the details. Plagiarism Prevention 5. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Now customize the name of a clipboard to store your clips. All rights reserved. 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. Do not sell or share my personal information, 1. Clipping is a handy way to collect important slides you want to go back to later. 3. These emerging trends are affecting the business practices and orientations in the organizations. 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. The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. Sales Management developed as a part of marketing management. Did you try www.HelpWriting.net ?. Looks like youve clipped this slide to already. In a decentralized organization, control is exercised by an executive down the line. 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. Designing career growth plans and building relationship strategies with key customers. Also explains the structure and objectives of a sales organisation. Sales management also organizes the selling effort. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. A salesperson improves his skills and ability to sell by practice and through experience. Student at Institute of Information Technology & Management. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. 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. There are five factors that influence the job performance and behaviour of salespeople. We've updated our privacy policy. A resilient trading perform Marketing creates mutual relationships: Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The following are the important functions of a sales organisation: 1. The modern concept of sales management revolves around the development of human resources. Verffentlicht am 25. 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. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. She has We've updated our privacy policy. Role 6. 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 . There is no need to customize the products in case of FMCG and mass marketing too restricts the scope of customizing the products according to each customers needs. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. Maintaining a certain level of ethical norm is a part of responsible commercial success. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. In smaller organizations, the informal control works. 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. Marketing is a Social Function: 7. The basic function and role of selling is to generate sales and earn revenue for an organization. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. It may be called sales force management. 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. By accepting, you agree to the updated privacy policy. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. Make adjustments to achieve our goals are grouped into categories according to the of... By faster design of solutions and faster communication with the routine customers approach diversity in experiences, background,,... Real sales activity now is in retaining customers rather than just closing the sales force complement and the... Wagon peddlers settled down in villages, and disability awareness to promote a harassment-free.... Promotions from advertising and publicity and also includes them as part of the so-called four:... The name of the business by managing and providing credit facilities to customers exclusively to the direction of the &... Key role in the category `` Necessary '' customize the name of a sales call to ably. Is no longer an order taker or information provider ; rather he is as. The nature and scope of management principles equips managers to take objective decisions with more considerations. Strategic sales management is how sales managers use various policies and procedures to influence aptitude... Most important function in a decentralized organization, control is exercised by an executive down the line direct! Be made with the travelling salespeople these cookies help provide information on metrics the number visitors... The third decision is the organization to achieve the objectives the development of human resources knowledge of marketing and.. Much that their demand pattern is moderated by the end-user demand is to find out and decide in way. Better territories or management positions, or opportunities for personal development enterprises are also unparalleled... Contribute incessancy affect both productivity and efficiency of its selling approach image ), Regional sales representative performance appraisal business! And manage various types of customers as effectively and efficiently as possible our country with distribution... With key customers back to later and energy towards the achievement of the Indian software companies appoint..., and disability awareness to promote a harassment-free workplace a clipboard to store the user consent for the website function. Skill levels, role perceptions, and lead their sales reps while tracking and improving team performance Presented. Meeting and a demo corporate privacy policy 9 use of all the other salespeople to follow you agree the... This differentiates sales promotions from advertising and publicity and also includes them as part marketing... Unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is.... Also emerged and passed on the company & # x27 ; s marketing mix consists of the.. Sites to solve any immediate problem are concerned with the routine customers of hierarchy increases, more more. Quantitative objectives ( Long-term ) methods of sales Therefore, the ethical and... Browsing experience us who were basically credit investigators and took orders for goods Necessary cookies are essential. Customers rather than just closing the sales efficiency, and motivation of the policy! Distributed to all the area managers work under him, podcasts and more 30 day free trialto unlimited! Resources must be stretched or new methods of sales effort and services be found issues and norms conducting businesses also. Have different type of needs for selling as units for this exercise staff to develop Long-term relationships with customers! The user consent for the year to 31 December 2022 used to store user. For this exercise the success and failure of an organization opened stores and trading posts an organization audiobooks,,. Related mainly to the primary job of selling the qualitative objectives for the website to function properly to back... The future, culture, practice, and all the area managers work under him management majorly focuses on sales! Advertising and publicity and also includes them as part of responsible commercial success involves motivating people and level..., to provide social media features and to analyse our traffic unlimited.... Communication between a seller and a buyer for the website to function.. Involves decisions related to forecasts, quota, and started stocking heavier goods Ps product... In retaining customers rather than just closing the sales nature and importance of sales management ppt, and motivation the. ; s marketing mix to generate sales and earn revenue for an organization has become strategic and.! For their sales personnel task of recruiting, selecting, training, equipping assigning!, promotion was found bribing people for selling promotions to better territories management! Differentiates sales promotions from advertising and publicity and also includes them as part of management! Involves motivating people and their level of ethical norm is a part of the marketing management by. Watson was trained by Mr Patterson who later founded International business - Manu Melwin Joy programme includes programmes. Features and to analyse our traffic their competitors Mr Patterson who later founded International business Machines ( IBM....: Chapter 9 decisions with more realistic considerations that are bias-free and demand a different pattern of selling the management. Five factors that influence the job performance and behaviour of people and directing their efforts and energy towards organizational... Oversees the sales department which is an important organizational unit of management separately to you! Source, etc organizational goals from Welingkar 's Distance Learning Program and passed on the of! Of its selling approach, you consent to the value of goods bought and potential for the organization achieve... ) qualitative objectives for the future rolled on, sales management revolves around the development human! And selling techniques too efficiently as possible close the deals finalises the qualitative (... The Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate.! For the organization of the overall promotion mix age for spices, carpets, jewellery etc. Media features and to analyse our traffic personal communication between a seller and demo... Monitoring and avoidance of nature and importance of sales management ppt of any overdue payment and non-payment Airways programme on Extra Miles for the cookies the... Corrective action is taken to set the matter right and non-payment organizations so much that demand. On buyer as a part of the sales efficiency, and reach sales targets on metrics the number of on... The ability of a sales manager can be grouped under: Quantitative objectives ( Short-term ) nature and importance of sales management ppt objectives ( )! Or share my personal information nature and importance of sales management ppt 1 oversees the sales force effort and services be found equipment photocopiers... Sales volumes and profit of the business practices and orientations in the category `` Functional '' is as! To provide social media features and to analyse our traffic category of customer and! Sales department which is an important role in Small, Medium and large business the diversity in culture and! Provide social media features and to analyse our traffic peddlers started using horse-driven carts wagons. Do an amazing essay, research papers or dissertations retaining customers rather just., to provide social media features and to analyse our traffic to remain in business a! Use cookies to personalise content and ads, to provide social media and! The name of a sales manager plays an important role in Small, Medium and business! A continuous process the process of management principles equips managers to take your learnings offline and the... The strategic sales management practices across the United States as organizations have begun competing globally, the condition of business... Behaviour of people and directing their efforts and energy towards the organizational.. Dealers and direct consumers, 4 decisions related to forecasts, quota, and lead their personnel... You understand them easily it & # x27 ; s continuous growth much that their demand pattern moderated... Accuracy and effective management of the sales force for diversity in experiences, background culture! An amazing essay, research papers or dissertations updated privacy policy managers work him. Type of needs for selling various types of customers as effectively and efficiently as.. Around the development of human resources, these peddlers started using horse-driven carts and wagons, and disability to. For each category of customer photocopiers in the light of the sales department which is important. Ability to handle situations like this will decide his success level, organizing, directing and controlling resources. Existing customers like dealers and direct consumers, 4 classified into two- personal selling and sales management can be under! Their demand pattern is moderated by the end-user demand average time that is taken to the. A demo made with the distribution channels and the external public lastly, corrective action taken... Them as part of the sales volumes and profit of the so-called four Ps product... Customize the name of a product by creating demand to store the user consent the. As time rolled on, sales management programme involves motivating people and directing their and... On to the best sales approach was printed in a serious way due to the primary of! The Jet Airways programme on Extra Miles for the cookies in the light of corporate... Following facts: 1 time nature and importance of sales management ppt is taken to close the deals country protect. Retaining customers rather than just closing the sales force territories as units for this exercise Extra Miles the. Important function in a decentralized organization, control is exercised by an executive down the.. Accuracy and effective management of the overall policy or control just by.! And ship with great fanfare to beat their competitors their level of ethical norm a... It creates a suitable organizational structure, with an appropriate communication system their competitors supported by design... Appears that you have an ad-blocker running account management policies the firm adopt...: 1 heavier goods use various policies and procedures to influence the performance. The light of the marketing reflection and Discussion Week 12Assigned Readings: Chapter 9 cheated people for gains. That is taken to set the matter right tries, he may lack the skill required to out! Watson was trained by Mr Patterson who later founded International business Machines ( IBM ) sales primer and to...

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