Module-3
• Sales Management:
Concept of sales management, concept of personal selling, Objectives of Sales Management, Function of
salesperson, Steps involved in selling process.
Sales Management
• Sales management is the process of leading, motivating, and influencing people to achieve
sales objectives
• The sales manager manages the entire sales cycle, including forecasting and budgeting sales
revenue, recruitment, selection of sales personnel, and ensuring everyone receives proper
training and performance evaluations
• Sales management is the management of activities and processes relating to effectively
planning, coordinating, implementing, controlling, and evaluating an organisation's sales
performance
Types of sales management
• B2C sales management
• B2B sales management
• Enterprise sales management
• Software as a Service (SaaS sales management )
Sales manager styles
• Directive
• Participative
• Coaching
• Supportive
Objectives of Sales Management
• Revenue generation
• Increased sales volume
• Sustained profits
• Sales department growth
• Market leadership
• Prospect conversions
• Motivating the sales force
Sales management responsibilities
• Recruiting
• Training
• Shadowing
• Meetings and aligning teams with objectives
• Forecasting and reporting
• KPI management
Concept of personal selling
• Personal selling is face-to-face selling where one person who is the salesman tries to convince
the customer to buy a product assigned by the company
• It is a promotional activity by which the salesperson uses his or her skills and abilities to
persuade people to buy the product thereby in an attempt to make a sale
Importance of Personal Selling
• Two-Way Communication
• Personal Attention
• Detail Demonstration
• Complementary to other Promotional Tools
• Immediate Feedback
Advantages of Personal Selling
• Two-way communication
• An interactive form of selling
• A persuasive form of selling
• Helps in reaching the audience
Limitations of Personal Selling
• An expensive method of selling
• A labour-intensive method
• The training of the salesperson for personal selling is also a very time-consuming and costly
process
• Can only reach a limited number of people
Function of salesperson
• Selling
• Guiding the buyers
• Attending to complaints
• Collection of bills
• Collection of credit information
• Reporting
• Organizing
Steps involved in selling process
