Sales objectives are derived from the marketing objectives It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. These people move from the manufacturing bases of the country to different consumption centres in India. 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. As organizations grow in size, formal control is exercised. Looks like youve clipped this slide to already. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. Sales control can be centralized or decentralized in an organization. Analytical cookies are used to understand how visitors interact with the website. BBA E1(Vth). ADVERTISEMENTS: 2. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. Did you try www.HelpWriting.net ?. It is a part and parcel of marketing management. 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. Conglomerates are often large and multinational . Study Resources. 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. 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. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Designing compensation plan and control systems, 7. A mere commitment to the job may not bring a highly motivated sales force to the organization. They ruled this country to protect their own business interests. 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. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. 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. 1. A compensation programme involves financial and non-financial rewards. 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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. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). 3. 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 . Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. We've updated our privacy policy. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. The real sales activity now is in retaining customers rather than just closing the sales. 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. It does not store any personal data. This means deciding the kind of account management policies the firm should adopt. Lastly, corrective action is taken to set the matter right. Report a Violation 11. Now customize the name of a clipboard to store your clips. 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. Sales management can be seen as a segment of the organization's marketing mix. Personal selling is an important tool for meeting promotional objectives. 4. He asked his best salespeople to demonstrate their sales techniques to other salespeople. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Some of the important roles of the modern sales manager are A member of the strategic management team A member of the corporate team to achieve objectives A team leader, working with salespeople Managing multiple sales / marketing channels Using latest technologies (like CRM) to build superior buyer-seller relationships Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Determining sales force objectives and goals, 2. 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. Sales management interfaces with the distribution channels and the external public. The SlideShare family just got bigger. Sales management also organizes the selling effort. 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. 5. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. It serves as a standard. Professional Buyers. 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. Adoption of a selfishly sound but defensible sales policy. The consumer is the ultimate end-user of the product. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. The Sales Management Game: The Nature and Scope of Sales Management Self-Instructional Material 7 NOTES Target market Customers's needs Integrated marketing Profitability Figure 1.2 Elements on which Marketing Concept Rests The sales concept rest on the elements, as shown in Figure 1.3. The SlideShare family just got bigger. Now customize the name of a clipboard to store your clips. More and more companies are now moving to an ethics-based corporate/ philosophy. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. Content Filtration 6. 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. Newer technology has made it possible to automate the sales force. This has directly reduced the cost of maintaining a back-up sales force for these routine activities. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. Sales managers usually perform some administrative duties as well, such as creating sales . These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. The SlideShare family just got bigger. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. Sales plans are examined along with the policies and procedures. 3. Similarly, a retailer also needs selling. 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. 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. We've encountered a problem, please try again. Also explains the structure and objectives of a sales organisation. Tap here to review the details. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. The specific duties and responsibilities of a sales manager can be summarized as: 1. Marketing is Consumer-oriented: 3. Clipping is a handy way to collect important slides you want to go back to later. Objectives of Click here to review the details. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 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