Redesigning the Organization for a Rapidly Changing World...Rapidly Changing World
Changing World of Sales Management 1
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Transcript of Changing World of Sales Management 1
Sales Management
Module 1
Changing World of Sales Management
Neville Perera
MBA | CPM (Asia Pacific) | PGDipM(SL) | DipM(SL)
MSLIM | MCPM | Practicing Marketer (SL)
Sales Management Function of an Organization – as a marketing function
What is Sales Management
Definition by, Charles M Futrell “Fundamentals of Selling” The attainment of sales force goals in an effective & efficient manner through, Planning, Staffing , Training, Directing & Evaluating organizational goals
Module 1 - Sales Mgt- Neville Perera 2
Sales Management Function of an Organization – selling vs sales management
• Push the product through the channel
Selling
• Management of organization’s personnel selling function
Sales Management
Module 1 - Sales Mgt- Neville Perera 3
Sales Management Function of an Organization – selling vs sales management
Product Price
Place Promotion
Marketing Mix
Advertising Sales
Promotions
Personnel Selling / Personal
communication
Public Relation Sales Management
Module 1 - Sales Mgt- Neville Perera 4
Sales Management Function of an Organization – selling vs sales management
Sales Management
Planning
Implementation
Evaluating
Controlling
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Activities Planning
Management & control
Recruiting
Selecting
Training
Developing
Compensating
Motivating
Apprising
Sales Management Function of an Organization – selling vs sales management
Sales Manager
Coach
Mentor
Achieve Goals / Stretched targets
Sales Person
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Organization
Sales Person
Customer
Let’s define
• Coaching: Advice and help to allow individuals to explore and
develop strategies to handle personal and or work based situations effectively.
• Mentoring: It is a process where an individual provides
professional guidance and advice, and acts as a role model.
• Counseling: It is a participative process whereby the coach
encourages the individual to assess and develop their own capabilities.
7 Module 1 - Sales Mgt- Neville Perera
Sales Management Function of an Organization – selling vs sales management
Define the personal selling
function –
Mod 2
Define the strategic role of
the sales function –
Mod 3
Develop the sales force –
Mod 5 – 6
Org structure Mod-4
Leading / directing the sales force –
Mod 7 - 8
Sales force effectiveness & performance appraisal –
Mod 9 - 10
Sales Management Process Fig 1.1
Module 1 - Sales Mgt- Neville Perera
8
The goal is to “Set the Stage” for our journey in to the
dynamic & challenging world of sales management
Focus four major
stages
Sales Management Function of an Organization – managerial, administrative, and planning functions
Functions of sales
Sales Management Activities
Targets volume / value
Distribution goals
Prod display / Merchandising
Outlet coverage
Recruiting the sales force
Training / Feedback
Trade terms
Performance appraisal
Sales Administrative Activities
Credit control
Debt collection
Customer service / care
Order processing
Sales force records maintenance
Activity & customer response
Sales Planning Activities
Sales forecasting
Pricing policies
Profit planning
Sales promotions
Competition
Reward & incentives
Management training
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Sales Management Trends
• CRM
– Automated system – Planning to controlling
• Brands
– Cinnomon / Chaya / JKH / Srilankan - drives service
• Cross functional sales team
– Sales / manufacturing / marketing
– Customer retention
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Sales Management Trends
• Transactions to…. Relationships - Module 2, 3
• Individuals to ………Teams - “one company one team”
• Sales volumes to …Productivity - “sales for the sake of sales”??
• Management to….. Leadership - Module 7
• Administrative to… Entrepreneurial - “more time with customer”
• Local to……. Global - “ technology helps to build credibility”
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Discuss examples ! Have you read the book?
Come out with ideas………..
Effective sales managers
• Strategic perspective – Focused on customer
• Attract / Keep / Develop sales talent
“sales is essentially a talent-driven occupation”
• Leverage technology
– ERP – Oracle / SaP
– More time with customer
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Sales Management Function of an Organization - job functions in sales organization
Main interface between the customer & company
Delivers individual customer & territory objectives
Breaks down larger targets in to product and customer
Persuade the customer to buy Communicates prices, after sale
service, guarantees & warranties Serve the loyal customers and new
customers
Salesman
Maintain customer call records Avoids the out of stock situations Maintains the product display norms Educates the trade on product FAB Continuous feed back on competitor activity
Module 1 - Sales Mgt- Neville Perera 13
Recap
THANK YOU
Q & A
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