To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Sales & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Sales & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
SALES MANAGEMENT
• Sales management means planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal Sales force. • “The management of Sales force” by American Marketing Association.
In simple terms, Sales Management means management of selling activities of an organization. • According to the American Marketing association, sales management is ,” 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 sales force.”
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Similar to Chapter 1 introduction to sales and distribution management (20)
Internet threats are difficult to defend.
Malware defensive tools use more of ‘Botnets’
Fighting malware is asymmetric,favouring attackers.
P2P botnets are used as its more resilent
Using re-engineering existing malware, defenders can build antidotes to eradicate spreading functions.
Antidote can be used to monitor on-site activity of the malwares.
Malware families such as Hlux, Sality, Zeus would be most effective approach.
Green Supply Chain in Automobile Industry
Green SCM v/s Conventional
Life Cycle Thinking
BENEFITS OF GREEN SCM
Pollution Prevention Hierarchy
Green Back-end Supply Chain of Maruti India
Green Procurement Guidelines Tier 1
Barriers to implement GSCM in Indian Automobile industry
Comparison of Lean Manufacturing with GSCM
A Not-for-Profit Medical Research Center
Project Objective
Project Assumptions
Technical requirements
Activities to Complete
Project Timelines
Project Priority Matrix
Work Breakdown Structure
Responsibility matrix
Plans are only good intentions, unless they immediately degenerate into Hard work
Scheduling
Routing
Prioritizing
Dispatching
What is Scheduling ?
Forward Scheduling
Backward Scheduling
Finite LOADING
infinite loading
Schedule Gantt Chart
Line balancing
GOAL AND OBJECTIVE
LINE BALANCING PROCEDURE
Strategies and Costs
as early as possible
as last as possible
Purchasing Management
Principles of Purchasing Management OR (8 R'S)
Functions of Purchasing Management
Negotiating
Value Engineering
VALUE ANALYSIS
Receive Purchase Request
Supplier selection
Payment Authorization
Market research and Information
Selection of Source
Determination of Price and Availability
Follow Up
Production Planning and Control
Objective of PPC
Classification/Functions of PPC
Levels of PPC
Factors determining Production Planning Procedures
Production Planning System
Factors Determining PC procedures
Material Resource Planning (MRP)
Objectives of MRP
Fundamental concepts of MRP
Functions of MRP
Inputs to MRP
Master production schedule(MPS)
Bill of Materials (BOM)
Inventory Status File
MRP outputs
Learning Curve
Negotiating
Material Handling
Objectives of Materials Handling
Material Handling Principles
Storage Equipment
Belt Conveyor
Store Management
Objectives of store
Spare Part Management
Classification of Spare parts for stocking policy Analysis
Codification
Objectives of Codification
Standardization
Advantages of Standardization
Inventory Management
Use of Inventory
Types of Costs
ABC Analysis
VED Analysis
Economic Order Quantity (EOQ)
Types of Inventory Management System
Assumptions of EOQ
Basic Fixed Order Quantity Model (EOQ)
EOQ Curve
ABC and VED Classification
Function / Use of Inventory
Book review
It Happened in India
KISHORE BIYANI
Future Retail ,
Future Capital,
Future Brands,
Future Logistics,
Future Media.
Made in India
*REWRITE RULES, RETAIN VALUES*
Built from scratch
Nokia
Microsoft
Success
Failure
Merger
Nokia : History
Nokia Introduction
WHEN DID NOKIA ENTER INDIA?
EARLY STAGES OF SMARTPHONE IN INDIA
ANDROID ENTERS INDIA
Range Of Products
SWOT ANALYSIS of Nokia
Decline of NOKIA
What was wrong in the company’s reaction?
Wrong decisions
What did Stephen Elop do wrong?
The Consumer
Research Process
The Importance of the Consumer
Research Process
Largely Influenced by Psychology, sociology, and anthropology
Developing Research Objectives
Secondary Data
Designing Primary research
Qualitative Collection Method
Depth Interview
Market segmentation
What Is Market Segmentation?
Bases for Segmentation
Geographic
Demographic
Psychological
Psychographic
Sociocultural
Criteria for Effective Targeting of Segments
Implementing Segmentation Strategies
Family Life Cycle Advertising
Use-Related Segmentation
Criteria for Effective Targeting of Market Segments
Implementing Segmentation Strategies
Targeting
Psychographic Segmentation
Plant Layout
Facility Layout Planning
Product Layout
Process Layout
Fixed position layout
Cellular layout
Factors affecting location plant
Merit and Demerits
Plant Layout Principles
An Assembly line
U shaped assembly line
Assembly line balancing
Cellular layout and Group Technology
Facility Location Planning
What is facility location ?
Operations Strategies for Multiple Facilities
Factors affecting Facility Location Planning
Dimensional Analysis
Brown and Gibson Model for Site location
Locating Foreign Operations Facilities
Production and Operations Management
Product Vs Service
Concept of Production and OM
Functions /Scope of POM
Operation Strategy
Transformation Process
Product Design & Product Process
History of POM
Issues in POM
Setting Product Strategy
What is a Product?
Components of the Market Offering
Durability and Tangibility
Use
Consumer Goods Classification
The Product Hierarchy (using life insurance example)
Product Systems and Mixes
Product Line Analysis
Packaging , labeling warranties
Packaging Objectives
Functions of Labels
Crafting the Brand Positioning
Developing & Establishing a Brand Positioning
Points-of-difference
Points-of-parity
Brand Mantras
Communicating Category Membership
Consumer Desirability Criteria for PODs
Deliverability Criteria for PODs
Differentiation Strategies
Positioning and Branding a Small Business
Identifying Market Segments and Targets
Effective Targeting Requires
Four levels of Micromarketing
What is a Market Segment?
Flexible Marketing Offerings
Preference Segments
Segmenting Consumer Markets
Behavioral Segmentation
The Brand Funnel Illustrates Variations in the Buyer-Readiness Stage
Loyalty Status
Segmenting for Business Markets
Steps in Segmentation Process
Effective Segmentation Criteria
Analyzing Business Markets
What is Organizational Buying?
Top Business Marketing Challenges
Characteristics of Business Markets
Buying Situation
Participants in Business Buying ProcessThe Buying Center
Supplier SearchForms of Electronic Marketplaces
Methods for Researching Customer Value
Establishing Corporate Trust and Credibility
Factors Affecting Buyer-Supplier Relationships
What is Opportunism?
Instructions for Submissions thorugh G- Classroom.pptxJheel Barad
This presentation provides a briefing on how to upload submissions and documents in Google Classroom. It was prepared as part of an orientation for new Sainik School in-service teacher trainees. As a training officer, my goal is to ensure that you are comfortable and proficient with this essential tool for managing assignments and fostering student engagement.
How to Create Map Views in the Odoo 17 ERPCeline George
The map views are useful for providing a geographical representation of data. They allow users to visualize and analyze the data in a more intuitive manner.
Ethnobotany and Ethnopharmacology:
Ethnobotany in herbal drug evaluation,
Impact of Ethnobotany in traditional medicine,
New development in herbals,
Bio-prospecting tools for drug discovery,
Role of Ethnopharmacology in drug evaluation,
Reverse Pharmacology.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
2. Learning
Objectives
• To understand evolution, nature and importance of sales
management
• To know role and skills of modern sales managers
• To understand types of sales managers
• To learn objectives, strategies and tactics of sales
management
• To know emerging trends in sales management
• To understand linkage between sales and distribution
management
3. Evolution, Nature and Importance of Sales
Management
Evolution of Sales Management
• Situation before industrial revolution in U.K. (1760)
• Situation after industrial revolutions in U.K., and U.S.A.
• Marketing function splits into sales and other functions like
market research, advertising, physical distribution
4. Three Stages of Marketing Evolution in
the United States.
Product Orientation
Product Orientation Sales Orientation
Product Orientation
Other industries & organizations have progressed only to the sales-orientation stage
Many industries & organizations have progressed to the market-orientation stage
Late 1800s Early 1930s Mid – 1950s 1990s
Sales Orientation Market Orientation
Some industries & organizations remain at the product-orientation stage
5. Product – Orientation Stage
• Manufacturers in the product-orientation stage typically
focused on the quality & quantity of output while assuming
that customers would buy reasonably priced , well-made
products.
• In an era when the demand for goods generally exceeded
the supply, the primary focus in business was to efficiently
produce large quantities of product.
• Finding customers was viewed as a relatively minor
function.
6. Sales – Orientation Stage
• The world economic crisis of the late 1920’s changed the
perception
• Finds that the economic problem no longer was how to
manufacture efficiently, but rather it was how to sell the
resulting output
• Just offering a quality product was no assurance of success
• The Sales-orientation stage was characterized by a heavy
dependant on promotional activity to sell the products the firm
wanted to make.
7. Market – Orientation Stage
• Sellers discovered that the war II years had changed
consumers
• In addition the consumers had more choices
• The technology that was developed during the war made it
possible to produce much greater variety of goods
• At this stage companies identify what customers want
8. What is Sales
Management?
• One definition: “The management of the personal
selling part of a company’s marketing function.”
• Another definition: “The process of planning,
directing, and controlling of personal selling, including
recruiting, selecting, assigning, supervising, paying,
and motivating the personal sales force.
9. Nature of Sales Management
• Its integration with marketing
management
• Relationship Selling
Transactional
Relationship /
Selling
Value – added
Relationship /
Selling
Collaborative /
Partnering
Relationship /
Selling
Head-
Marketing
Manager –
Customer
Service
Manager –
Market
Logistics
Manager –
Sales
Manager –
Market
Research
Manager-
Promotion
10. Relationship Selling
• Salespeople concentrate their team selling efforts on
building trust and service on a few carefully selected
customers over a long period with a aim of becoming
a preferred or sole supplier.
11. Transactional Relationship / Selling:- One type of
relationship marketing in which salespeople make one-time
sales to price-oriented customers ,who are not contacted again.
Focus on single transaction.
Value – added Relationship / Selling:- Understanding current
and future needs of customers and meeting those needs better
than competitors with value – added solution to their problems
Collaborative relationship :- A type of relationship marketing
in which a selling organization works continuously with its large
customers to improve the customer performance in terms of
operations , sales and profit
12. Varying Sales Responsibilities / Positions / Jobs
Sales Position Brief Description Examples
• Delivery salesperson • Delivery of products to business
customers or households and also
takes orders.
• Milk, newspapers to households
• Soft drinks, bread to retail stores.
• Order taker (Response
selling)
• Inside order taker
• Telemarketing salesperson takes
orders over telephone
• Behind counter in a shop
• Food, clothing products’ orders
from retailers
• Sales Support
•Technical selling
• Provide information, build goodwill,
introduce new products
• Technical information, assistance
• Steel, Chemical industries
•Creative, Problem-solving,
selling
• Getting orders from existing and new
household consumers
• Getting orders from business
customers, by solving their business
and technology problems
• Automobiles, refrigerators,
insurance policies
• Software and business solutions
13. Importance of Personal Selling and Sales
Management
• The only function / department in a company that generates
revenue / income
• The financial results of a firm depend on the performance of the
sales department / management
• Many salespeople are among the best paid people in business
• It is one of the fastest and guaranteed routes to reach the top
management
14. Roles and Skills of a Modern Sales Manager
Some of the important roles of the modern sales manager are:
• A member of the strategic management team
• A member of the corporate team to achieve objectives
• A team leader, working with salespeople
• Managing multiple sales / marketing channels
• Using latest technologies (like CRM) to build superior
buyer-seller relationships
• Continually updating information on changes in marketing
environment
15. Skills of a Successful Sales Manager
• People skills include abilities to motivate, lead,
communicate, coordinate, team-oriented relationship,
and mentoring
• Managing skills consist of planning, organizing,
controlling and decision making
• Technical skills include training, selling, negotiating,
problem-solving, and use of professional tools
(software)
16. Types of Sales Managers / Levels of
Sales Management Positions
CEO /
President
V. P. Sales /
V. P. Marketing
National Sales Manager
Regional / Zonal / Divisional
Sales Managers
District / Branch / Area Sales Managers
Sales Trainee / Sales Person / Sales Representative
First / Lower Level Sales Managers
Middle-Level Sales Managers
Top-Level Sales Managers /
Leaders
17. Levels of Sales Management Positions
Top-Level Sales Managers / Leaders
• Highest Level in Sale Management called VP, GM etc
• Responsible for Long term marketing , Sale Planning Ex. E commerce
Middle-Level Sales Managers
• Title of regional , zonal or divisional sale manager
• Responsibility are to manage several branches or district
• Implement strategy and action plan approved by Top Management
First / Lower Level Sales Managers
• Title of Branch sale managers, area sale managers or district sale managers
• Responsible to achieve goals and rules decided by higher level
18. Sales Objectives, Strategies and Plan
The main components of planning in a company are
objectives, strategies and tactics. Their relationship is
shown below
Decide / Set
Objectives
Develop Strategies Action Plans
E.G. A company wants to increase sales of electric
motors by 15 percent, as one of the sales objectives.
19. Relationship between Objectives, Strategies & Plans
Sales Goals /
Objectives
Marketing
Strategy
Sales and Distribution
Strategy Action plans
• Increase
sales volume
by 15
percent
• Enter export
markets
• Identify the countries
• Decide distribution channels
• Marketing / sales head to get
relevant information
• Negotiate and sign
agreements in 3-5 months
with intermediaries
• Penetrate
existing
domestic
markets
• Review and improve sales
force training, motivation and
compensation
• Use effective and efficient
channels
• Add channels and members
• Train sales people in
deficient areas
• Train field sales managers in
effective supervision
• Link sales volume to the
incentive scheme of the
compensation plan
21. Emerging Trends in Sales Management
• Global perspective
• Revolution in technology
• Customer relationship management (CRM)
• Sales force diversity
• Team selling approach
• Managing multi-channels
• Ethical and social issues
• E-selling
22. Linking Sales and Distribution
Management
• Either sales management or distribution management cannot
exist, operate or perform without each other
• To achieve the sales goals of sales revenue and growth, the
sales management plans the strategy and action plans and the
distribution management has the role to execute these plans
23. Role of Distribution Management for some of the
Sales Management Actions / Tasks
Sales Management Actions Distribution Management Role
• Effective coverage of markets
& outlets
• Market Feedback
• Follow up by call (Track)
• Use multi-channel approach
• Handling customer complaints
• Participate in promotional
events
• Involve senior sales and service people
• Planning of local advertising
and sales promotion
• Local advertising – hoardings
• Co-ordination with distribution channels
• Responsibility of execution with
distribution channels
• Expenses are shared between the
company & intermediaries
Small Scale manufacturers had commanding influence on Economy.
Manufacture received most attention because that was major problem.
Selling goods to nearby customer done without any problem.
Large scale manufacturing Organization started dominating the economy.
Separate function department was established like Manufacturing, Finance and Sale.
Promotion: Advertising, Sales Promotion, Public Relations, Publicity, and direct marketing
Marketing Research: Collecting and interpreting information on customer, competitors, products and market
Sales: Important position today, because it is income producing function and no other function in Organization brings in income.
Logistics: distribution of goods including warehousing, inventory, transportation and order procesing.
Sales Person to Sale manager
Ability to be team player
Manage team and good communication skills
Selling Skills- good in selling products, service or ideas