Sales and Distribution
Management, 2e
Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai
Dr Sunil Sahadev, Un...
Chapter 1
Introduction to Sales Management

Copyright © 2011 Oxford University Press

Chapter 1: Introduction to Sales
Personal selling strategies
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

Willingness to go to bat for the buyer within the supplier fir...
Evolution of personal selling

Negotiation

Consultative
Selling

Business
Management

Partnership
Strategies

Persuasion
...
Marketing concepts

1)
2)
3)
4)
5)

Production concept
Product concept
Selling concept
Marketing concept
Societal concept
...
Societal marketing concept

Production

Sales

Customers

(Sales Orientation)
Customer
Needs

Production

Sales

Emphasis ...
Nature and role of sales management

 The determination of sales force objective and goals
 Sales force organization, si...
Types of personal selling

• Industrial selling
• Retail selling
• Services selling

Copyright © 2011 Oxford University Pr...
Types of selling

• Order taker sales people
• Order creators
• Order getters

Copyright © 2011 Oxford University Press

C...
Types of Selling
Inside Order Taker
Order
Takers

Delivery Sales
People
Outside Order
Takers

Selling
Function

Order
Crea...
Difference between sales and marketing
Starting
point

Focus

Factory

Factory

Means
Selling and
promoting

Ends
Profits ...
Marketing management process
MARKET ANTICIPATION
Marketing mix
Producer
Marketer

•Product
•Price

Consumer

•Place
•Promo...
Sales management process

Formulation of a strategic sales programme
Implementation of the sales programme
Evaluation and ...
Emerging trends in sales management
Technology

Customer orientation

Emerging trends
in sales
management

Relationship se...
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Chap 1

  1. 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. 2. Chapter 1 Introduction to Sales Management Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  3. 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. 4. Evolution of personal selling Negotiation Consultative Selling Business Management Partnership Strategies Persuasion Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  5. 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. 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. 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. 8. Types of personal selling • Industrial selling • Retail selling • Services selling Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  9. 9. Types of selling • Order taker sales people • Order creators • Order getters Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales
  10. 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. 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. 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. 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. 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

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