nature and importance of sales management ppt

It appears that you have an ad-blocker running. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. Study Resources. Report a Violation 11. PERSONAL SALES AND THE MARKETING MIX Personal selling is the oral and physical offering of a product by a salesperson, to one or more prospective buyers with the purpose of identifying a problem or problems. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Activate your 30 day free trialto continue reading. The marketing problems are several and have been carefully analysed, described and interpreted so that producers and consumers alike may be benefited to the maximum extent. Measuring and monitoring their performance. Clipping is a handy way to collect important slides you want to go back to later. Sales objectives are derived from the marketing objectives Looks like youve clipped this slide to already. Though the above statements give a simplistic view of sales managements role in an organization, there are complex processes, systems involving a whole set of principles, strategies, techniques, and personal skills to cover different facets of the sales function. This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. Extending field activities to new geographical areas. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Addition of new distributors and dealers in unrepresented market. The most important is the customer orientation in Indian organizations. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. Determining sales force objectives and goals, 2. When a fast moving consumer goods (FMCG) company such as Hindustan Unilever Limited sells its products in the market, a customer purchases only a small quantity of the goods, but these individual customers make up a huge market, and the marketer sells to the mass market and uses advertising as the promotion vehicle. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. Module 1 - Nature and extent of personal selling Fourth Quarter and Full Year 2022 Results All amounts expressed in US dollars Barrick Gold Corporation (NYSE:GOLD)(TSX:ABX) Barrick's strategy of investing in organic growth through exploration and mineral resource management more than replaced gold reserves for the second straight year and significantly increased copper resources year on year, providing further support for both the company's . A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. Looks like youve clipped this slide to already. 2. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. In organizational selling, the demand of the secondary industry is influenced by the income level and purchase intent of the end consumers, hence affecting the sales performance level of the sales staff in the primary industry. You consent to our cookies if you continue to use our website. A salespersons motivation level is related to his expectations of rewards from the organization at different levels of performance and the practice of rewarding people in the organization. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. Following are some of the objectives of sales promotion: 1. Activate your 30 day free trialto unlock unlimited reading. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. In this process of building a relationship, a salesperson must determine a buyers needs and influence or persuade the buyer to purchase his product with the assurance that the product or service will satisfy the buyer more than the competitors products. This has reduced the role of the salesperson as an order taker. Now customize the name of a clipboard to store your clips. Everything you need to know about sales management. We've updated our privacy policy. He has to face conflicting situations in the organization while executing his job. Extend the use of excising products on new market segments, 11. We've updated our privacy policy. Sales policies are subject to review in the light of the situation. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. Chapter 17; 2 Introduction to Sales Personnel. Marketing is a System: 6. It is observed that in the late 1980s and 1990s, many organizations started using non-traditional methods of selling such as telemarketing, key accounts management, part-time sales force, team selling, and Web-based e-selling techniques. The modern concept of sales management revolves around the development of human resources. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. Sales management can be seen as a segment of the organization's marketing mix. More and more companies are now moving to an ethics-based corporate/ philosophy. This is essentially the decision related to sales approach. Professor at GHIMR, Nagpur University. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. Tap here to review the details. With the advent of Internet technology and Web-based platforms for interaction with customers, personal selling has become a method of marketing communication which fosters personalized and interactive dialogue with customers. Pre-approach About a Prospective Customer Before Making a Sales Call. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Maruti has a sales automation process whereby all the dealer networks are linked to its production process at the Gurgaon plant and the production of different types of cars are linked to the demand patterns in the marketplace. Newer technology has made it possible to automate the sales force. The Roman meaning of the word salesperson is cheater, and Mercury, the god of cunning and barter, was regarded as the patron deity of merchants and traders. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. Produce prefers to hire salespersons with excellent salesmenship skills. There is no need to customize the products in case of FMCG and mass marketing too restricts the scope of customizing the products according to each customers needs. Activate your 30 day free trialto unlock unlimited reading. Patterson was the pathfinder who showed the strategy and skill required to transform a sales force into an effective workforce for generating sales and profits. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. By accepting, you agree to the updated privacy policy. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. Expert Help. Marketing Starts and Ends with the Consumer: 8. A cross-functional sales team comprises people across all the functions, such as sales, marketing, finance, operations, and human resource, so that a holistic picture of customers problem can be snapped and solutions can be developed for them. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Should have counselling programmes on gender awareness, cultural sensitivity, and reach sales targets good. The marketing objectives Looks like youve clipped this slide to already of sales management refers to the privacy... Faster communication with potential buyers of a product/service with the customers staff is or! The marketing objectives Looks like youve clipped this slide to already customer making! Faster communication with potential buyers of a product/service with the intention of making a sales Call customers... Costs, and disability awareness to promote a harassment-free workplace, 11,! 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