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Chap 1

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  • 1. Sales and Distribution Management, 2e Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai Dr Sunil Sahadev, University of Sheffield, UK Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 2. Chapter 1 Introduction to Sales Management Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 3. Personal selling strategies 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Willingness to go to bat for the buyer within the supplier firm Thoroughness and follow through Knowledge of the sales person’s product line Market knowledge and keeping the buyer posted Applying his product and services to buyer’s needs Knowledge of the buyer’s product line Preparation for sales calls Regularity of Sales calls Diplomacy in dealing with operating departments Technical education Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 4. Evolution of personal selling Negotiation Consultative Selling Business Management Partnership Strategies Persuasion Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 5. Marketing concepts 1) 2) 3) 4) 5) Production concept Product concept Selling concept Marketing concept Societal concept Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 6. Societal marketing concept Production Sales Customers (Sales Orientation) Customer Needs Production Sales Emphasis on Seller’s Needs (Marketing Orientation) Copyright © 2011 Oxford University Press Emphasis on Customer Needs Chapter 1: Introduction to Sales
  • 7. Nature and role of sales management  The determination of sales force objective and goals  Sales force organization, size, territory, and quota finalization  Sales forecasting and budgeting  Sales force selection, recruitment, and training  Motivating and leading the sales force  Designing compensation plan and control systems  Designing career growth plans and building relationship strategies with key customers Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 8. Types of personal selling • Industrial selling • Retail selling • Services selling Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 9. Types of selling • Order taker sales people • Order creators • Order getters Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 10. Types of Selling Inside Order Taker Order Takers Delivery Sales People Outside Order Takers Selling Function Order Creators Missionary Sales People New Business Sales People Front Line Sales People Order Getters Consumer Sales People Sales Support Sales people Copyright © 2011 Oxford University Press Organizational Sales People Technical Support sales People Merchandisers Chapter 1: Introduction to Sales
  • 11. Difference between sales and marketing Starting point Focus Factory Factory Means Selling and promoting Ends Profits though sales volume Selling concept Market Customer needs Coordinated marketing Profits through customer satisfaction Market concept Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 12. Marketing management process MARKET ANTICIPATION Marketing mix Producer Marketer •Product •Price Consumer •Place •Promotion Exchange offer of value Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 13. Sales management process Formulation of a strategic sales programme Implementation of the sales programme Evaluation and control of sales force performance Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  • 14. Emerging trends in sales management Technology Customer orientation Emerging trends in sales management Relationship selling Technology Global and ethical Issues Diversity New selling methods Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales