Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. The management has manifold responsibilities. 4. Their numbers increased as the pace and reach of industrial .revolution spread across continents. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. The sales management is the foundation of the whole structure of a sales organization. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. This is how the canned sales approach began. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. Marketing includes sales management as well as other important functions. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. 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. It is an effective way of improving the financial and liquidity position of the . (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. 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. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 3. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. Do not sell or share my personal information, 1. Sales Management developed as a part of marketing management. 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. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. You can read the details below. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. Extending field activities to new geographical areas. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. 4. In many instances they face conflicting situations and need guidance in executing their duties. It refers to the direction and control of salesmen. Maintaining a certain level of ethical norm is a part of responsible commercial success. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. It's not a simple phone call, as it often involves a meeting and a demo. Strategic Role. Chiang Mai University School of Public Policy. 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. A salesperson improves his skills and ability to sell by practice and through experience. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. It may be called sales force management. 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. It appears that you have an ad-blocker running. Variations are deeply examined. Approach to Get the Relationship Off to a Good Start. Designing career growth plans and building relationship strategies with key customers. He asked his best salespeople to demonstrate their sales techniques to other salespeople. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. The SlideShare family just got bigger. The cookies is used to store the user consent for the cookies in the category "Necessary". This cookie is set by GDPR Cookie Consent plugin. The Roman meaning of the word salesperson is cheater, and Mercury, the god of cunning and barter, was regarded as the patron deity of merchants and traders. Activate your 30 day free trialto continue reading. Looks like youve clipped this slide to already. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. Marketing is a part of the total Environment: 2. Activate your 30 day free trialto continue reading. Sales management interfaces with other marketing functions while policies of these functions are being formulated. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Companies such as Cummins Engineering also develop teams with sales and technical people as members to take note of customers requirements and develop solutions or customize the product offer to match customers problems. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. 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. Learn about:- 1. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. Designing compensation plan and control systems, 7. Deepak Dwivedi You can read the details below. 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 . Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. Image Guidelines 4. The basic objective of reorienting the selling strategies is to build relationship with customers. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. 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. Privacy Policy 9. Free access to premium services like Tuneln, Mubi and more. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The most important is the customer orientation in Indian organizations. Click here to review the details. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended non verbal communication differences between cultures ppt. The policies should be the guiding force in deciding what kind of job behaviour and performance is desired from each salesperson and how they can be shaped and directed towards achieving organizational goals. To do so, it creates a suitable organizational structure, with an appropriate communication system. 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. Service, quality, and low cost have become customer expectations. Sales management is solely concerned with the direction and control of the sales force. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. These people move from the manufacturing bases of the country to different consumption centres in India. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. The area manager handles a few sales managers. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. ADVERTISEMENTS: 2. November 2022 von . More and more companies are now moving to an ethics-based corporate/ philosophy. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. The real sales activity now is in retaining customers rather than just closing the sales. The global and ethical issues strongly influence the sales management practices across the world. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. 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. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. In a decentralized organization, control is exercised by an executive down the line. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. You can read the details below. If youre struggling with your assignments like me, check out www.HelpWriting.net . By accepting, you agree to the updated privacy policy. Implementation or sales plan for the territory, 12. 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. Did you try www.HelpWriting.net ?. Uploader Agreement. The salespersons ability to understand these roles will decide his performance level. Marketing objectives are determined from the corporate The organizational environmental factors help in determining the nature of a sales programme. 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. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. 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 These pheriwallahs move from village to village and sell sarees, dress materials, and spices mostly in the rural markets of India, because rural housewives have lesser mobility than urban housewives. Sales management is the process of attaining sales force goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources. Increase in sales of profitable products, 7. 3. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. Implementation 9. Plagiarism Prevention 5. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 3. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. A compensation programme involves financial and non-financial rewards. Meaning of Sales Management 3. Necessary cookies are absolutely essential for the website to function properly. 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. 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. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. 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. The sales planner must take into account the influences and constraints imposed by the external environment. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. Sales Management An Overview. 3. 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 . order to ensure regular sales. Conglomerates are often large and multinational . 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. By an executive down the line that are being analyzed and have not been classified into a category as.. 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Sales management is a part of responsible commercial success practice and through experience numbers increased as the Jet programme... ; management Advertisement Advertisement Recommended non verbal communication differences between cultures ppt Get relationship! Objectives and organizational deployment of the account management policy and demand forecasts not sell or my. A sale deal reach of industrial.revolution spread across continents the category `` Functional '' States...

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