Sales Management
10
Sales Management Introduction to Sales Management – Topic 2
-
Upload
indira-avery -
Category
Documents
-
view
42 -
download
0
description
Sales Management. Introduction to Sales Management – Topic 2. Why Personal Selling is Important. Most Persuasive Most Expensive 10% of All Jobs Comparison (notes). What is Sales Management?. Definition What do they Do?. Why is this job challenging?. Financial Performance - PowerPoint PPT Presentation
Transcript of Sales Management
Sales Management
Introduction to Sales Management – Topic 2
Why Personal Selling is Important
• Most Persuasive• Most Expensive• 10% of All Jobs• Comparison (notes)
What is Sales Management?
• Definition• What do they Do?
Why is this job challenging?
• Financial Performance• Where the Rubber Meets the Road
Managing Salespeople is Tough
• Free Spirits• Best Salespeople are Very Important to the
Firm• Develop New Business??• Pay – for – Performance• Leadership is Essential
Managing Within the Company?
• Production• Supply Chain• Finance• Represent Customers
Who are Sales Managers?
What do they Do?
• Selling – 29%• Admin – 25%• Service Coordination – 17%• Travel – 15%• Meetings – 14%
Macro Challenges
• Globalization• Short Product Cycles• Fewer Suppliers• Retailer Power• Relationship Selling
Challenges Continued
• Sales Teams• Inside Selling• Productivity Focus
