Introduction to Sales Management
- 1. Topic: UNIT 1 Group members: Mehak Singh Reshma Sanju Susanna P Varghese SALES MANAGEMENT Presentation
- 2. INTRODUCTION TO SALES MANAGEMENT Sales Management as the term implies means management of sales, often its consider synonymous with the management of personal sales. Sales Management includes managing of all the sales related activities including sales promotion, physical distribution, pricing and product merchandising. 1
- 3. NATURE OF SALES MANAGEMENT Systematic process Pervasive function Goal oriented Continuous process Integration with marketing management Relationship selling Varying of sale positions. 2
- 4. SCOPE OF SALES MANAGEMENT Sales planning and policies Sales forecasting Sales budgeting Designing sales organisation structure and size Human resource planning Recruitment and selection of sales men Training of sales personnel Setting sales force objective Setting sales quota Designing sales territories 3
- 5. Continue…. Motivation of sales force Organising and support work of sales men Compensation of sales force Controlling sales force Supervising and evaluating sales force Management of distribution channel Branding, packing and labelling Sales promotion After sales service 4
- 6. SALES OBJECTIVE Definition Sales Objective can be defines as a part of a company’s marketing plan where common goals are identified by the company’s marketing team like revenue targets, distribution partners, profit margins, targeted demographics and advertising and work on it. 5
- 7. IMPORTANCE OF SALES OBJECTIVE Sales objectives are self-defining in that they represent projected levels of goods or services to be sold. Everything in the plan is to achieve sales objectives. 6
- 8. FACTORS TO CONSIDER SETTING SALES OBJECTIVES QUALITATIVE FACTORS QUANTITATIVE FACTORS 7
- 9. Quantitative Factors Sales Trends – trending of market in past and company sales when projecting sales. Market sales Company versus market sales Market share trends Size and purchase rate of your target market Budget, profit and pricing considerations Sales expenses Cost of doing business / operational cost Expected profitability 8
- 10. Economic considerations Recession, Inflation or stable conditions Competition Expand its sales force, add distribution channels, add retail outlets etc. Fad Volume – Sports tournament, Health related Negative / Positive & how long ? The mission and personality of your organization Conservative , Charging ? What is the expectation? Qualitative Factors 9
- 11. Difference between Qualitative and Quantitative Factors 10
- 12. SALES STRATEGY Definition A sales plan is a strategy that sets out sales targets and tactics for your business and identifies the steps you will take to meet your targets, activate, motivate and focus your sales team, budget and clarify steps you’ll take to achieve your targets. 11
- 13. Levels of Strategies Corporate level Business unit level Market level 12
- 14. Importance of Sales Management 1. Better standard of living 2. Generation of revenue/money 3. Job opportunities 4. Rewarding andchallenging career 5. Direct contact 6. Instant feedback 13
- 15. Rolesof aSales Manager 1. Strategic role in the company with keyinputs – long term strategic plans, forecasting, salesforce management, evolving strategies, controlling budget. 2. Member of corporate team toensure organizational objectives – customer satisfaction, salesgrowth & market share 3. Teamleader to achieve salesgoals & profits 4. Managing multiple saleschannels – personalselling, electronic andtelemarketing 5. Latest CRMtechnologies 6. Continually understand changesin environmentand update strategies14
- 16. Skills of Sales Manager 1. People Skills – Motivate, lead, communicate and coordinate effectively with teambuilding 2. Managing Skills –Administrative skills like – planning, organizing, controlling and decision making 3. Technical skills –Training, selling, negotiating, problem-solving and CRMskills 15
- 17. New trends in sales management 16
- 18. # Customer Relationship Management(CRM) # Team Selling Approach # Technological revolution # e-selling # Managing Multi-Channels # Sales Force Diversity # Ethical and Social Issues 17
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- 20. Used when company wants to build long term relationship with customers. Used to sell a technically complex product/service 19
- 21. Digital revolution & MIS increased the capabilities of consumer & organization. To compete, the company has to adopt latest technology. 20
- 22. Buying & selling online by using internet. Promotion & selling are done through internet. Build relationships with the target audience. 21
- 23. Uses 2 or more marketing channels. Increased market coverage. Customized selling. 22
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- 25. Demographic characteristics of sales force is changing & becoming more varied. 24
- 26. Sales managers have ethical & social responsibilities. Sales people face ethical issues such as bribery, misleading & high pressure sales tactics. 25
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