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Introduction to Sales Management

Sales Management

Heavyweight boxer George Forman’s advice to his childrenL.A. Times, pg. C2, Tuesday, March 25, 1997

• “I don’t care how many degrees you have on the wall, if you don’t know how to sell, you’re probably going to starve.”

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• Sales• Promotion

• Mass • Selling

• Personal• Selling

• Target Market

• Price• Price• Promotion• Promotion• Place• Place• Product• Product

• Personal selling

techniques

• Compensation and

motivation approach

• Selection and

training procedure

• Number and kind of salespersons needed

Learning Objectives • Overview of a sales manager’s job• Various types of sales managers and skills

required• Transition from MR / salesperson to sales

manager

Objectives of Sales Management

• Sales Volume : Maximization of sales-income • Maximization of profits• Continuing Growth : Increase of market share • Customer satisfaction

What is sales management• Sales management is the attainment of

Sales Force Goals in an effective and efficient manner through planning , staffing , training , leading and controlling organizational resources.

Sales Management • Covers Two Ideas• The five functions• The attainment of organizational goals

Sales management process• Sales management functions

RESOURCES

Planning

Controlling Staffing

PERFORMANCE

Leading Training

The five functions of sales managers

• Planning • Entire organization / Specific work units / Individual • Long periods / short periods• General – To improve SOM with network • Specific – To reduce stock level of product A at

stockiest

The five functions of sales managers

• Staffing • People are most important – • People planning-How many and type of sales

personnel • Employment Planning

The five functions of sales managers

• Training Training - How to do present Job Development – Skills needs for future jobs• Leading Leading entire departments /divisions

The five functions of sales managers

ControllingMonitoring sales persons activities Example : Weekly/monthly monitoring Making corrective actions

Sales Performance • Attainment of goals in an efficient and

effective manner • Effectiveness – Degree to which the objectives

are achieved.• Efficiency - Amount of resources used to

achieve goal.

Sales leader levels in the organizational hierarchy

CEOPresident

V. P. in marketingNational sales manager

Zone sales managerRegional sales manager

District sales manager Operational

Non Managerial • MR / Key account

Strategic

Tactical

Types of sales managers% of time spent by different levels

TOP Managers Middle

Managers First Line

Managers

Planning 35 28 15

Staffing 10 10 20

Training 5 10 25Leading 30 30 25Controlling 20 22 15

Sales Personnel Career Path

• President• Vice President of Marketing• National Sales Manager• Zonal Sales Manager• Regional Sales Manager• District Sales Manager• Key Accounts Sales Person• MR /Sales representative • Sales

Trainee

Sales Management Skills • Conceptual and Decision skills - Cognitive

ability- Titan • People skills• Technical skills

Relationship of Sales management skills to sales leader level

Conceptual and decision skills People skills Technical

skills

Top sales leader

Middle sales leader

First line sales Leaders

Non managerial sales person

The nature of sales jobs• Variety of Sales Responsibilities • Sales Development• Sales Support• Sales Sustenance / continuation

.• Activities of sales people• Jack of all trades

Select activities of sales people

• Generate Sales• Pre call planning• Prospecting• Sales presentations• Closing• Collect payments• Participation in trade shows

Select activities of sales people

• Service to Customers• Technical Consulting • Merchandising assistance• Training retailers sales persons

Select activities of sales people

• Territory Management • Analyze the information on customers and

competitors• Disseminate the information to the company • Develop plans , forecasts & budgets

Select activities of sales people

• Professional Development • Participate in Sales Meetings • Participate in Sales Training Programs

Select activities of sales people

• Company Service • Train new sales people

How sales jobs differs from other jobs

Responsible for Implementing marketing strategies Represent company to customer & societyRepresent customers to the companies Require high degree of motivation

How sales jobs differs from other jobs

Required to develop innovative solutions. Accept “ No”

Tact and social intelligence Required to Travel extensivelyLarge role sets Role conflict ,ambiguity, and role stress

Promotion from sales person to sales manager

Perspective changeGoal changeResponsibilities changeSatisfaction changesJob skill requirements changeRelationships change