sales and sales management
Upcoming SlideShare
Loading in...5
×
 

sales and sales management

on

  • 1,657 views

sales and sales management

sales and sales management

Statistics

Views

Total Views
1,657
Slideshare-icon Views on SlideShare
1,656
Embed Views
1

Actions

Likes
1
Downloads
88
Comments
0

1 Embed 1

http://www.allwinpropertyservices.com 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    sales and sales management sales and sales management Presentation Transcript

    • SALES AND SALES MANAGEMENT Topic 11 01/10/12 All the best in your learning in Trimester 2 2011
    • OVERVIEW
      • Most companies spend more on selling than on any other element in their marketing budget.
      • They spend so much because personal selling is an effective way to transact business.
      • As business marketers , it is important to recognize the many different options from which to choose within the sales function.
      • Professional salespeople are an important element in business.
      • When managed properly, they can contribute to the firms success, as well as the value produced by the entire value chain.
      01/10/12 All the best in your learning in Trimester 2 2011
    • LECTURE OBJECTIVE
      • After this lecture you should be able to :
      • Identify sales strategic communication role
      • Select the type of selling used for different types of relationships.
      • Outline the sale strategy associated with each type of selling
      • Compare and contrast organizational structures used to manage sales.
      • Illustrate when to use different control and compensation programs.
      • Discuss how sales force performance is evaluated.
      01/10/12 All the best in your learning in Trimester 2 2011
    • OUTLINE
      • 1.0 Introduction- The nature of professional selling
      • 1.1 Salespeople create value
      • 1.2 professional salespeople are ethical
      • 2.0 Sales Role in the Organization
      • 2.1 Managing Relationships
      • 2.2 Gathering Information
      • 3.0 Sales Strategies and Customer relationships
      • 3.1 Types of Customer Relationships and Selling
      • Strategies
      • 3.2 Selling across the stages of Partnerships
      01/10/12 All the best in your learning in Trimester 2 2011
    • OUTLINE
      • 4.0 Organizing the Sales Force
      • 4.1 The sales executive
      • 4. 2 Size and Organization of the Sales Force
      • 4.3 Outsourcing the Sales Force
      • 5.0 Directing The Sales Force
      • 6.0 Evaluating Performance
      01/10/12 All the best in your learning in Trimester 2 2011
    • 1.0 Introduction-Nature of Professional Selling
      • A sound business a marketing creates value.
      • Yet public perception of selling is that – salespeople don’t deliver value – and salespeople are unethical in their primary role.
      • The public perception is also that- salespeople are out to get the sale-if the product is really a good one , salespeople and selling really aren’t needed.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 1.0 Introduction-Nature of Professional Selling
      • 1.1 Salespeople Create Value
      • Salespeople add value by identifying customer needs and devising or delivering a solution for those needs.
      • Salespeople are able to adapt or change how an offering is presented or the offering itself to meet the needs of the buyer.
      • Adaptation powers professional selling, because customers often don’t know what they need or how to configure a solution for their needs.
      • Adaptation is something that other forms of marketing communication can’ do.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 1.0 Introduction-Nature of Professional Selling
      • 1.2 Professional Salespeople Are Ethical
      • It is a common belief by young people that salespeople will do whatever it takes to get a sale.
      • Salespeople have found that they can be successful and be ethical; in fact to succeed it is necessary to be ethical.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 2.0 Sale’s Role in the Organization
      • From the Integrated marketing perspective (IMC) salespeople bring the dialogue to life.
      • A research revealed that salespeople can only spend a third of their time with customers.
      • The remainder of their time is spent coordinating resources within their own firm so that customers needs are met, learning about new offerings, and other training and activities.
      • Salespeople gather important customer and competitor information that executives need for developing strategy.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 2.0 Sale’s Role in the Organization..cont’d
      • 2.1 Managing Relationships
      • The sales force has the responsibility for determining which account to work with and which accounts to bypass.
      • Is responsible for implementing the account strategy and ensuring customer satisfaction.
      • 2.1.1 Creating Customers for Life
      • Business is not about making friends, but making customers, preferably for life.
      • Customers relationships should be managed such that the sales force achieves sales targets.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 2.0 Sale’s Role in the Organization…cont’d
      • 2.1 Managing Relationships…cont’d
      • 2.1.2 Customer Service
      • Serving the needs of customers can include:
      • - training on how to use the product or service
      • effectively
      • - handling customer complaints
      • - taking care of customer needs
      • Serving the customer well is important to all companies
      • One study revealed that –acquiring new customers can cost five times more than keeping the old customer.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 2.0 Sale’s Role in the Organization…cont’d
      • 2.1 Managing Relationships…cont’d
      • 2.1.3 Coordinating Corporate Resources
      • Salespeople ‘s responsibility is to make sure that the customer is to be satisfied – but he relies on someone else in the company to perform that need.
      • Salespeople depend on an interact with personnel from manufacturing, shipping, sales administration, credit, billing and others.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 2.0 Sale’s Role in the Organization…cont’d
      • 2.2 Gathering Information
      • Successful learning organizations gather, share, and act on information.
      • Sales and Purchasing department can be the two most important boundary spanning positions because of the type of information they gather.
      • Sales responsibility is to engage the customer in dialogue, or two-way communication to achieve mutual interests.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 2.0 Sale’s Role in the Organization…cont’d
      • 2.2 Gathering Information …cont’d
      • 2.2.1 Customer Dialogue
      • Apart from all means of advertising and promotions- salespeople are in the unique position of holding in-depth conversations with customers.
      • Salespeople will act on that information in a way to bring additional value to the customer.
      • 2.2.2 Competitive Information
      • In addition to customer dialogue – salespeople also gather information about competitors and other market forces.
      • Salespeople also can provide timely and necessary information about a number of market factors.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 3.0 Sales Strategies and Customer Relationships
      • 3.1 Types of Customer Relationships and selling Strategies
      • When there is little product and service differentiation , there is little need to partner from the buyers perspectives .
      • Similarly when the needs are all the same across all customers , buying processes are virtually all identical, and all customer s are relatively the same size , there is little need to partner from the sellers perspective.
      • There are four basic sales strategies that illustrate the potential range of possible strategies:
      • - script-based selling
      • - needs satisfaction selling
      • - consultative selling
      • - Strategic partner selling
      01/10/12 All the best in your learning in Trimester 2 2011
    • 3.0 Sales Strategies and Customer Relationships
      • 3.1 Types of Customer Relationships and selling Strategies
      • 3.1.1. Script-based selling – involve using scripts or memorized sales pitches from which the salesperson doesn’t deviate.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 4.0 Organizing the Sales Force
      • The sales function may be organized in many ways, depending on the choice of the sales strategy.
      • No matter how it is arranged there is always a sales force in charge.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 4.0 Organizing the Sales Force…cont’d
      • 4.1 The Sales Executive
      • Depending on the size of the organization the chief executive officer may fulfill a number of positions combined into one position and can be alone and become a stand-alone function.
      • The sales executive is responsible for decisions such as :
      • - choice of sales strategy
      • -no and location of sales people
      • -setting of sale quotas
      • - designing of compensation plans
      • - sales forecasting.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 4.0 Organizing the Sales Force…cont’d
      • 4.1 The Sales Executive…cont’d
      • There are many types of salespeople including :
      • - telemarketing representatives
      • - field salespeople
      • - product specialists
      • - account specialists
      • 4.1.1 Geographic Salespeople
      • Most sales departments are organized geographically at some level.
      • The most basic sales force structure - to give each salesperson all accounts within a specified geographic area.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 4.0 Organizing the Sales Force…cont’d
      • 4.1 The Sales Executive…cont’d
      • 4.1.2 Product Specialists .
      • When companies have diversified products using different technology platforms, their sales-people will specialize by product category.
      • The need for technology expertise is too great for any one salesperson to understand ,so the sales force is organized by product.
      • 4.1.3 Sales Team
      • For efficient operations by the sales Department – companies began developing sales teams, headed by an account manager.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 4.0 Organizing the Sales Force…cont’d
      • 4.1.3 Sales Team…cont’d
      • In team selling , a group of sales people handle a single account. Each salesperson brings a different area of expertise of handles different responsibilities.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 4.0 Organizing the Sales Force…cont’d
      • 4.2 Outsourcing the Sales Force .
      • Not every business marketer that uses field or telemarketing salespeople uses its own employees.
      • Manufacturers reps, distributors, and telemarketing service bureaus can fill the requirement for salespeople without the fixed costs of hiring your own.
      • Some companies even hire temporary sales forces for special needs, such as new product launches.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 4.0 Organizing the Sales Force…cont’d
      • 4.2 Outsourcing the Sales Force .,,cont’d
      • Advantages :
      • Cost issue –
      • Relationships are already established with customers e.g manufacturers rep and distributors rep.
      • Disadvantages:
      • A loss of control - One major drawback to be using distributors and rep- there is no gurantee whether the product will be discussed in the sales calls.
      • Or will be sold in the manner desired by the company –seller.
      • A common complaint – is that distributors and manufacturers reps do not get the right support for training or selling materials.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 5.0 Evaluating Performance
      • Before you can evaluate the performance of your sales team, you must first analyze its components.
      • Here is a simple formula you can use to analyze the performance of your team as a whole or of individual sales representatives:
      • Performance = Competence + Motivation + Opportunity
      • The components are independent of each other. In other words, a sales representative can be highly motivated but incompetent, poorly motivated but highly competent, poorly motivated and incompetent, or highly motivated and highly competent.
      • Regardless of your sales team's level of motivation and competence, if the opportunity component is weak, sales performance suffers.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 5.0 Evaluating Performance…Cont’d
      • After you evaluate the components of performance, evaluate another key measure of performance: sales results.
      • After you complete all of your evaluations, you can take action for each sales representative.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 5.0 Evaluating Performance…Cont’d
      • 5.1 Evaluate competence
      • Competence includes knowledge of your products, your sales processes and policies, your company, and your industry.
      • It also extends to knowledge of your customers, their problems and opportunities, and their industry. Additionally, it includes a basic understanding of how business operates.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 5.0 Evaluating Performance…Cont’d
      • 5.2 Background knowledge
      • Depending on your industry, sales representatives might need to have a certain amount of knowledge in technology, finance, engineering, manufacturing, or human resources.
      • They should be able to ask informed questions of their customers and to perceive gaps in their own knowledge so that they can call in a technical expert at the appropriate time.
      01/10/12 All the best in your learning in Trimester 2 2011
    • 5.0 Evaluating Performance…Cont’d
      • 5.3 SALES SKILLS
      • The second element of competence is sales skills. These skills include:
      • Knowing how to prospect for business
      • Knowing how to prepare for a sales call
      • Knowing how to build rapport and trust with customers
      • Knowing how to qualify prospects and assess their needs
      • Knowing how to write a proposal and deliver a sales presentation
      • Knowing how to overcome objections and close the sale
      01/10/12 All the best in your learning in Trimester 2 2011
    • 5.0 Evaluating Performance…Cont’d
      • When you evaluate representatives who manage key accounts, look at their skills in building relationships at multiple levels of the customer organization, managing change, communicating back into your company, influencing, negotiating, and thinking strategically.
      01/10/12 All the best in your learning in Trimester 2 2011
    • The End
      • TOPIC 11 –
      • SALES AND SALES MANAGEMENT
      01/10/12 All the best in your learning in Trimester 2 2011