Sales Management roles

1. Introduction
By
Presented by
Mr. Rohit A. Pawar*
*Assistant Professor, B.Sc, M.B.A, M.Phil., (Ph.D Research Scholar at RCU, Belagavi)
[Kolhapur Institute of Technology‟s, Institute of Management Education and Research,
Gokul Shirgaon, Kolhapur.

2. INTRODUCTION
 Definition:
“Sales management means the planning, direction
and control of personal selling, including recruiting,
selecting, equipping, assigning, routing, supervising,
paying and motivating as these tasks apply to the
personal salesforce”

3. NATURE AND IMPORTANCE
 Its integration with marketing management
 Relationship selling
 Varying sales responsibilities

4. NATURE AND IMPORTANCE
 (A) Integration with marketing management
lets consider sales management part of marketing
management, sales planning should be integrated
with marketing planning. A company’s marketing team
typically consists of two basic groups
a) Field selling/personal selling
b) Headquarter marketing team
* Field selling teams/field sales force are in their
territories (or branches, or regions) contacting existing
and new customers.

5. NATURE AND IMPORTANCE
* Headquarter marketing team performs support and
service functions or activities to assist field salespeople
in their jobs. These functions are:
 Promotions: Consists of Advertising, sales promotion,
public relations, publicity and direct marketing
 Marketing research: collecting and analysis of
information about customers, competitors, products,
markets etc.
 Market Logistics: Physical distribution of finished
goods, including warehousing, inventory,
transportation and order processing
 Customer service: Pre-sales and post sales service as
well as delivery service to existing and prospective

6. NATURE AND IMPORTANCE
 Coordination: Coordination between customers,
company's sales people and production or operations,
by employing inside salespeople or outsource sales
experts through contracts.

7. NATURE AND IMPORTANCE
 (B)Relationship Selling:
Buyers and salespeople, who are in business
transactions evolve into some business
relationships,
important or
major customers need continuous attention through
partnering or collaborative relationship.
* Relationship selling is the tactical (or action
oriented)
arm of relationship marketing.
E.x TVS, Maruti Sales and Service department
and service rating system through customer

8. NATURE AND IMPORTANCE
 (C) Varying Sales responsibilities/Sales positions
Selling includes variety of sales jobs, which are
different
from one another. No two sales positions are similar/
the
terms sales representative is frequently used and has
same
meaning as salesman or salesperson.

9. NATURE AND IMPORTANCE
 Types of Sales Position/Sales job classifications
1. Delivery sales person – delivery to household e.x
Delivery of bread, milk, newspaper, pizza, soft
drinks
2. Order taker ( Response seller)- responds to
customer
demand. E.x sales person standing behind the
counter
in retail (garment shop)
a) Telemarketing salesperson
b) Trade seller – setting up displays, distributing
samples

10. NATURE AND IMPORTANCE
4. Technical sales support people/sales engineer
(technical
selling e.x Industries like steel, chemicals and
heavy
machinery needs technical inputs during
negotiations
with customers
5. Demand creator/order getter (Creative selling)
E.x Selling tangible products like automobiles,
refrigerators and intangibles such as insurance
policies,
educational courses

11. Thank You