CHAPTER ONE Introduction to Selling and Sales Management

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  • As is the case with all new material, introductory chapters tend to be somewhat dry, and really don’t delve into material to any great detail. Thus, please bear with us....
  • HOW WOULD YOU DEFINE “SALES MANAGEMENT?” --Some individuals like a very simple definition of this function, we can define it as....(Show slide) --Heading up this function is some sort of sales mangers (at least role, perhaps not in title)
  • However, if we examine the role of the sales manager, we will see that it is much broader than just managing the sales force. There are many activities that sales managers are involved with, including... --Show slide.
  • When we consider all of these activities together, I feel that we should apply a much broader definition “sales management”. I like the definition that your authors apply on page eight, which is... --Show slide
  • CHAPTER ONE Introduction to Selling and Sales Management

    1. 1. CHAPTER ONE Introduction to Selling and Sales Management
    2. 2. WHAT IS SALES MANAGEMENT? <ul><li>...the management of the corporation’s personal selling function </li></ul>
    3. 3. THE SALES MANAGER <ul><li>Prepares budgets </li></ul><ul><li>Sets goals and objectives </li></ul><ul><li>Estimates demand and sales </li></ul><ul><li>Determines sales force size and structure </li></ul><ul><li>Recruits, selects and trains </li></ul><ul><li>Designs territories/setting quotas </li></ul><ul><li>Compensates, motivates and leads </li></ul><ul><li>Evaluates performance </li></ul><ul><li>Sells!! </li></ul>
    4. 4. THE STAGES OF SALES MANAGEMENT <ul><li>Understanding the personal selling function and its role in the firm </li></ul><ul><li>Designing the sales organization </li></ul><ul><li>Developing the sales force </li></ul><ul><li>Directing the sales force </li></ul><ul><li>Determining sales force effectiveness and performance </li></ul>
    5. 5. THE SALES MANAGER <ul><li>Plans </li></ul><ul><li>Leads </li></ul><ul><li>Controls </li></ul>
    6. 6. WHAT IS SALES MANAGEMENT? <ul><li>“ The planning, implementing, and control of personal contact programs designed to achieve the sales and profit objectives of the firm.” (Text, page 8) </li></ul>
    7. 7. THE CHALLENGE OF SALES MANAGEMENT ?
    8. 8. THE CHALLENGE OF SALES MANAGEMENT <ul><li>Utilization of different sales channels </li></ul><ul><li>Globalization of business </li></ul><ul><li>Emphasis on ethics </li></ul><ul><li>Longer selling cycles/More decision makers </li></ul><ul><li>Partnerships </li></ul><ul><li>Custom-made business solutions </li></ul><ul><li>Emphasis on quality </li></ul>
    9. 9. GLOBAL ISSUES <ul><li>Suppliers, competitors, and customers are located around the world! </li></ul>
    10. 10. ETHICAL ISSUES <ul><li>Ethical considerations should be integrated into decisions and not considered after decisions have been made. </li></ul>
    11. 11. SELLING CYCLES / MORE DECISION MAKERS <ul><li>Decisions are made not just for today! </li></ul><ul><li>Involvement of many (Buying teams) </li></ul>
    12. 12. PARTNERSHIPS <ul><li>Companies are looking for long term relationships with their vendors </li></ul>
    13. 13. CUSTOM MADE SOLUTIONS <ul><li>Buyers do not want “pat” solutions to their problems </li></ul><ul><li>Sales people must be armed with up-to-date information </li></ul><ul><li>Sales people must be charged with responsibility and authority. </li></ul>
    14. 14. EMPHASIS ON QUALITY <ul><li>Total Quality Management (TQM) </li></ul><ul><li>Sales is a vital link in this process </li></ul><ul><li>Tenets of TQM </li></ul><ul><ul><li>Making continuous improvements </li></ul></ul><ul><ul><li>Having zero defects </li></ul></ul><ul><ul><li>Doing it right the first time </li></ul></ul><ul><ul><li>Employee involvement </li></ul></ul>
    15. 15. THE LIFE OF THE SALES MANAGER <ul><li>Travel </li></ul><ul><li>Paperwork </li></ul><ul><li>Meetings </li></ul><ul><li>People </li></ul><ul><li>Sales </li></ul><ul><li>Selecting Employees </li></ul><ul><li>Fire Fighting </li></ul><ul><li>Market Exposure </li></ul><ul><li>Managing </li></ul>
    16. 16. SALES MANAGEMENT SKILLS <ul><li>Leadership Skills </li></ul><ul><li>Communication Ability </li></ul><ul><li>Ability to “See the Big Picture” </li></ul><ul><li>Ability to Manage Himself/Herself </li></ul><ul><li>A high level of Ethical and Social Responsibility </li></ul><ul><li>Empathy and Enthusiasm </li></ul>
    17. 17. SALES CHANNELS <ul><li>Personal Selling </li></ul><ul><ul><li>Field Selling </li></ul></ul><ul><ul><li>Major Account Selling </li></ul></ul><ul><ul><li>Network Selling </li></ul></ul><ul><li>Telemarketing </li></ul><ul><li>Internet </li></ul><ul><li>Others…. </li></ul>
    18. 18. FROM THE TEXT... <ul><li>Read pages 4 to 24 </li></ul>

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