Sales Management Week 2


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Sales Management - course slides from week 2.

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  • Geiger, Guenze , 2009 future of selling…
  • Geiger, Guenze , 2009 future of selling…
  • Geiger, Guenze , 2009 future of selling…
  • Licata, 2009, loyalty
  • Geiger, Guenzi, 2009, future of sales
  • Sales Management Week 2

    2. 2. Selling and Sales Management Jobber and Lancaster 8th edn,2009
    3. 3. Chp 1 Development & Role of Selling in marketing?
    4. 4. WHAT'S SELLING?
    5. 5. Contrasting Transactional and Relationship Selling Models <ul><li>Transactional selling model </li></ul><ul><li>Emphasis on sales skills </li></ul><ul><li>Responsiveness to customer needs </li></ul><ul><li>Good products, price, and service </li></ul><ul><li>Narrow customer focus </li></ul><ul><li>Differentiate through products </li></ul><ul><li>Sales/revenue focus </li></ul><ul><li>Traditional customer relationship </li></ul><ul><li>Relationship selling model </li></ul><ul><li>Emphasis on general management skills </li></ul><ul><li>Proactive innovation/opportunity </li></ul><ul><li>identification and offers </li></ul><ul><li>Value-based offers/organizational </li></ul><ul><li>enablers </li></ul><ul><li>Broadened to customer’s customer </li></ul><ul><li>Differentiation through people </li></ul><ul><li>Profit management focus/share of </li></ul><ul><li>customers </li></ul><ul><li>Trusted business advisor and partner </li></ul>
    6. 6. SALES MANAGEMENT; the management of the personal selling component of an organization’s marketing program. SALES MANAGEMENT RESPONSIBILITIES Organizing the Sales force Recruiting Selection Training & Development Strategic Planing Motivation & Supervision Performance Evaluation Communication Coordination Integration
    7. 7. <ul><li>SALES MANAGEMENT DECISION MAKING </li></ul><ul><li>Role of sales management,marketing philosophy management ethics, customer relationship management, building partnership, personal selling process </li></ul><ul><li>Location of facilities, size </li></ul><ul><li>Sales forecasting and budgeting, sales force planning and organizing, time and territory management, recruiting and selecting the sales force </li></ul><ul><li>Training the sales force, sales force leadership, sales force motivation, sales force compensation </li></ul><ul><li>Sales volume, cost and profitability analysis </li></ul><ul><li>Sales force performance evaluation (Hair et all.) </li></ul>
    8. 8. <ul><li>The Primary Responsibility of a sales manager is to </li></ul><ul><li>staff the organization with the right people </li></ul><ul><li>21 st century’s succesful sales manager; </li></ul><ul><ul><li>developing profitable customer relationship </li></ul></ul><ul><ul><li>Monitoring and adjusting long-run trends , opprtunities and challenges to serve new markets and customers as well as current ones </li></ul></ul><ul><ul><li>Analyzing profitability by customers products, territories and salespeople </li></ul></ul><ul><ul><li>Using management information system (MIS) to manage the sales force and to carry out CRM </li></ul></ul><ul><ul><li>Devising plans and strategies to achieve organization goals through effective leadership of the sales force </li></ul></ul>
    9. 9. <ul><ul><li>Developing marketing and financial skills to identify assess and recommend market opportunities and strategies to senior management </li></ul></ul><ul><ul><li>Working closely with internal departments as a member of the total corporate team dedicated to fully satisfying customer profitability </li></ul></ul><ul><ul><li>Looking for ways to bring added value profitably to ongoing buyer seller relationship </li></ul></ul><ul><ul><li>Creating a felixible , learning, and adapting environment for all members of the hybrid sales team across multiple sales channels (Hair, et all.) </li></ul></ul>
    10. 10. COMPANY TYPES Procedural Procedural Procedural Procedural Personal Personal Personal Personal A B C D
    11. 11. <ul><ul><li>Characteristics of Modern Selling </li></ul></ul><ul><ul><li>* Customer retention and deletion; 80/20, butterflies, barnacles etc. </li></ul></ul><ul><ul><li>* Database and Knowledge Management; </li></ul></ul><ul><ul><li>* Customer Relationship Management; </li></ul></ul><ul><ul><li>* Marketing the Product; </li></ul></ul><ul><ul><li>* Problem Solving and System Selling; </li></ul></ul><ul><ul><li>* Satisfying Needs and Adding Value </li></ul></ul>
    12. 12. <ul><ul><li>Success Factors for Professional Salespeople </li></ul></ul><ul><ul><li>Listening skills, </li></ul></ul><ul><ul><li>follow up skills </li></ul></ul><ul><ul><li>ability to adapt sales style from situation to situation </li></ul></ul><ul><ul><li>tenacity </li></ul></ul><ul><ul><li>organizational skills </li></ul></ul><ul><ul><li>verbal communication skills, </li></ul></ul><ul><ul><li>proficiency in interacting with people at all levels within an organisation </li></ul></ul><ul><ul><li>demonstrated ability to overcome objections </li></ul></ul><ul><ul><li>closing skills, </li></ul></ul><ul><ul><li>personal plannıng and time management (Marshall et all,2003) </li></ul></ul>
    13. 13. <ul><ul><li>College Students Survey </li></ul></ul><ul><ul><li>*Selling is a job not a profession or a career. </li></ul></ul><ul><ul><li>* Salespeople must lie and be deceitful in order to succeed </li></ul></ul><ul><ul><li>To be a good salesperson, you have to be pyschologically maladjusted </li></ul></ul><ul><ul><li>One must be arrogant and overbearing to succeed in selling </li></ul></ul><ul><ul><li>Salespeople lead a degreading and disgusting life because they must be pretending all the time </li></ul></ul>
    14. 14. <ul><ul><li>College Students Survey (continue) </li></ul></ul><ul><ul><li>* The personnel relations involved in selling are repulsive </li></ul></ul><ul><ul><li>Selling benefits only the seller </li></ul></ul><ul><ul><li>Salespeople are protitutes because they sell all their values for money </li></ul></ul><ul><ul><li>Selling is no job for a person for talent and brains </li></ul></ul>
    15. 15. <ul><ul><li>College Students Survey (continue) </li></ul></ul><ul><ul><li>* The personnel relations involved in selling are repulsive </li></ul></ul><ul><ul><li>Selling benefits only the seller </li></ul></ul><ul><ul><li>Salespeople are protitutes because they sell all their values for money </li></ul></ul><ul><ul><li>Selling is no job for a person for talent and brains </li></ul></ul>
    16. 16. <ul><li>Innovators who aggressively seek out new technology products, who care about technology per se. Amongst other things their expertise makes them potential very influential </li></ul><ul><li>Early adopters who are not interested in technology, but can readily see the benefits that it brings. These consumers do not need references to purchase: they can evaluate new products on their own and this for reason their actions may be decisive in starting an information cascade. </li></ul><ul><li>Early majority who are practical people but do not understand the technology and need references before they will purchase the new product. </li></ul> Types of Consumers
    17. 17. Types of Consumers (cont.) <ul><li>Late majority who are not comfortable with new technology (or may be new anything) . They are likely to need help and support and will only be reassured if they buy widely accepted products from well established well known firms </li></ul><ul><li>Laggards who want nothing to do with the new product (or in general with life in the twenty first century) </li></ul>
    18. 18. <ul><li>Today’s product </li></ul><ul><li>(Meets and exceeds </li></ul><ul><li>expectations) </li></ul><ul><li>Better quality </li></ul><ul><li>Larger selection </li></ul><ul><li>New product </li></ul><ul><li>improvements </li></ul><ul><li>Today’s salesperson </li></ul><ul><li>(Acts as a partner) </li></ul><ul><li>More courteous and trustworthy </li></ul><ul><li>More knowledgeable </li></ul><ul><li>More understanding of customers </li></ul><ul><li>Provides service after the sale </li></ul><ul><li>Today’s company </li></ul><ul><li>(Acts as a team to provide) </li></ul><ul><li>Delivery and installation </li></ul><ul><li>Orientation and training </li></ul><ul><li>Quick response times </li></ul><ul><li>Credit options </li></ul><ul><li>Customer service </li></ul>