Sales management

is the edit Master subtitle style Click toattainment of sales force goals in an effective manner through planning, training, leading and controlling organizational resources

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The sales management process

PLANNING Building a profitable customer oriented sales team RESOURCES Human Financial Technology Information PERFORMANCE Obtain goals Sales and profit Customer satisfaction Efficiency Effectiveness

CONTROLLING

STAFFING Hiring the right people to sell

LEADING Guiding people to perform better 9/14/12

TRAINING Educating sales personnel to satisfy customers

Personal selling.
n

entails personal communication between seller and buyer for the purpose of determining buyers current and latent needs. An interpersonal communication tool which involves face to face activities undertaken by individuals, often representing an organisation, in order to inform, persuade or remind an individual or group to take appropriate action, as required by the 9/14/12

Evolution of personal selling

Partnership strategies Business management Consultative selling Negotiation Persuasion

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Nature of sales management

Everybody lives by selling something.
Robert Louis Stevenson

n n

Basic function is selling and earn revenue Sales person is an Important contact point to customers, and they represent the company

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You are part of the total product

Examples of Personal Selling

Retail selling Industrial selling Telemarketin g Services selling
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Consider these people

n n n n n n

Medical representative Cashier Delivery boys Counter guys at wholesale shop Sales representative/ executive Service support

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Types of Sales persons

ORDER GETTERS Current customers New customers
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ORDER TAKERS
Inside Order Takers (retail counters, via mail, telephone, internet) Outside Field Sales

SUPPORT PERSONNEL
Missionary Salespersons(MR)

Technical Salespersons

Marketing concept
n

Customer oriented and sense and respond philosophy Creating the customers and satisfying their needs and wants

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Starting point

Focus

Means

Ends

FACTORY

PRODUCTS

SELLING & PROMOTING

PROFITS SALES VOLUME

a) THE SELLING CONCEPT

TARGET MARKET CUSTOMER 9/14/12

CUSTOMER NEEDS

INTERGARTED MARKETING

PROFIT THROUGH SATISFACTION

b) The MARKETING CONCEPT

Difference
Marketing
n n

Selling
n n n n n n n

n n n n n

Designed to meet customer's need Concentrates on quality and customer satisfaction and hence volume Long term goals Converts consumer needs into products Starts with the producing as per the customer requirements Customer and his preferences are the9/14/12 concern prime

Designed to meet sellers needs Concentrates on sales volume Short term goals Selling activity converts goods into cash Ends with the transfer fro seller to buyer Product is prime concern Make and sell philosophy