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