412 33 Powerpoint Slides 1 Introduction Sales Management Chap 1

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

Sales and Distribution Sales and Distribution Management, 2eManagement, 2e

Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai

Dr Sunil Sahadev, University of Sheffield, UK


Chapter 1Chapter 1

Introduction to Sales ManagementIntroduction to Sales Management


1. Willingness to go to bat for the buyer within the supplier firm2. Thoroughness and follow through3. Knowledge of the sales person’s product line4. Market knowledge and keeping the buyer posted5. Applying his product and services to buyer’s needs6. Knowledge of the buyer’s product line7. Preparation for sales calls8. Regularity of Sales calls9. Diplomacy in dealing with operating departments10. Technical education

Personal selling strategies


Persuasion

Consultative

Selling

Partnership

StrategiesBusiness

ManagementNegotiation

Evolution of personal selling


1) Production concept 2) Product concept 3) Selling concept 4) Marketing concept 5) Societal concept

Marketing concepts


Customer Needs

Sales Customers

Emphasis on Seller’s Needs

Production

Production

Sales

Emphasis on Customer

Needs

Societal marketing concept

(Sales Orientation)

(Marketing Orientation)


Nature and role of sales management

The determination of sales force objective and goals Sales force organization, size, territory, and quota

finalization Sales forecasting and budgeting Sales force selection, recruitment, and training Motivating and leading the sales force Designing compensation plan and control systems Designing career growth plans and building relationship

strategies with key customers


• Industrial selling

• Retail selling

• Services selling

Types of personal selling


Types of selling

• Order taker sales people

• Order creators

• Order getters


SellingFunction

OrderTakers

Order Getters

Order Creators

Outside Order Takers

Inside Order Taker

Merchandisers

Delivery Sales People

Missionary Sales People

New Business Sales People

OrganizationalSales People

ConsumerSales People

Technical Support sales People

Front LineSales People

Sales Support

Sales people

Types of Selling


Factory FactorySelling and

promotingProfits though

sales volume

Selling concept

Market concept

Market Customer needs

Coordinated marketing

Starting point

Focus Means Ends

Profits through customer satisfaction

Difference between sales and marketing


Marketing management process

MARKET ANTICIPATION

Exchange offer of value

Producer

MarketerConsumer

Marketing mix

•Product

•Price

•Place

•Promotion


Formulation of a strategic sales programme

Implementation of the sales programme

Evaluation and control of sales force performance

Sales management process


Technology

Relationship sellingCustomer orientation

Global and ethicalIssues

New selling methods

Diversity

Emerging trends in sales

management

Emerging trends in sales management

Technology

412 33 Powerpoint Slides 1 Introduction Sales Management Chap 1

Documents

Transcript of 412 33 Powerpoint Slides 1 Introduction Sales Management Chap 1