evolution of description of sales management

1. Evolution & meaning of
sales management
 Presented by :- Rishi Dev Tr ipathi
 BBA 4 [A]

2. CONTENT:-
 Evolution Of Sales Management
 Definition of Sales Management
 Objective of sales management
 Important of sales management

3. Pre Industrial Revolution Period
 Small scale industries /crafts existed prior to industrial
revolution period
 The owner /craftsman turned entrepreneur ,looked
after all areas and functions of management .These
areas are production ,finance and design and
development .
 Sales and marketing was a never a serious problem in
those days since demand for exceeded supplied .
 Selling was a part time job for these enterpreners.

4. Production oriented period
 Industrial Revolution in 1760s heralded this period .
 Mass production technique introduced during this
period increased the production level manifold.
 Focus was on manufacturer and production capacity .
 Emphasis was laid on production process which
yielded volumes
 Marketing meant “sell what is produced” .
 Environment was that of a “seller market”.

5. Sales oriented period
 Economic recession of 1930s was the starting point
where demand declined .
 Prevalent in developed nations in the past . However
still prevalent in developing nations .
 Focus is on sales and sales promotion with emphasis
on sales volume .
 Marketing means products does not sell by self . It has
to be pushed Customer to be manipulated
 Environment is highly competitive .where “supplies are
excess and production is more .” .

6. Customer Oriented Period
 Globalization and liberalization have further increased the
competition manifold.
 Following are the characteristics of this period:
1) Prevalent in developed nations after 1960s. Developing
nations are also following this approach by 1980s.
2) Focus is on "customer satisfaction."
3) Emphasis is on "problem solving" on customer "needs" and
"wants“ to achieve customer loyalty. .
4) Marketing means customer satisfaction before, during
and after sales.
5) Environment is that of “buyers market” having severe
competition.

7. Concept & Definition of Sales Management
According to American Marketing Association sales management
refers “the planning, direction and control of personal selling
activities of a business unit, including recruiting, selecting,
equipping, assigning, routing, supervising, paying and motivating as
these tasks apply to the personal sales force”.

8. The Nature and Importance Of Sales Management
While the role of sales management professionals is multidisciplinary,
their primary responsibilities are:-
(a)Setting goals and standards for a sales-force;
(b) Planning, budgeting, and organizing sales program
to achieve pre-defined goals;
(c) Implementing the program with proper segmentation
and
(d) Controlling the overall program and evaluating the
results.

9. Objectives Of Sales Management
Sales management necessitates several objectives which are executed
by sales managers. There are three such main objectives exist in the
operational part of the organization:-
1.Sales Volume
2.Contribution to profits
3.Continuous Growth