This document discusses the evolution of sales management over time and key concepts in sales management. It covers: 1) Five eras of sales management: the simple trade era, production era, sales era, marketing department era, and marketing organization era. 2) The definition of sales management as planning, directing, and controlling personnel selling activities as well as broader marketing activities. 3) The objectives of sales management as achieving sales volume targets, contributing to profits, and continuous growth. 4) Emerging trends in sales management like the need for a global presence, innovative technologies, better customer relationship management, diversity, team-based selling, multi-channel operations, addressing ethical/social issues, and professional

1. Introduction to Sales
Management
Dr. Debasis Ray

2. Evaluation of Sales Management
A. The beginning era identified as Simple Trade
Era, lasted from the beginning of the marketing
concept to the mid 19th century. In this period
whatever products available were harvested
with limited offerings. Exploration and trade in
resources was the focus of the economic activity
with products as center of attraction.

3. Evaluation of Sales Management
B. In the next stage the simple trade era was
replaced by the production era, continued until
the great depression. In this era importance
was given on engineering and production. The
primary objective was to only produce product
and sell it to the market in assumption that
customers have to accept it as alternatives were
not available.

4. Evaluation of Sales Management
C. The sales era lasted between 1920’s and 1940’s,
emphasized on different marketing related
aspects rather than product only. As consumer
markets were saturated and competitions were
increasing day by day so it was not easy to sell
product without providing adequate information
about the brand. Here price became one of the
most important features to organizations to get
an edge over their rivals.

5. Evaluation of Sales Management
D. During the post Second World War phase, World
featured economic boom resulted a urgent need
of a separate department for marketing called as
Marketing Department Era. Here organizations
experienced that past sales orientation concept
were not sufficient to motivate consumers as
they have more bargaining power in market
place. Business consolidated market related
activities like advertisement, sales promotion,
public relation etc into a consolidated
department and concentrating on brand
positioning.

6. Evaluation of Sales Management
E. As the premise of the marketing concept became
widely accepted so the era of marketing
organization emerged to take care of customers’
need. Now customers are the focal point and all
employees became part of the marketing effort. In
the classical theory of marketing evolution this is
the last stage followed by two modified version of
sub-stages.

7. Evaluation of Sales Management
i) This sub-stage within marketing concept identified as the
relationship marketing concept. The goal of the
organization is to build-up a long-term relationship with
customers. The general focus has changed to lifetime
customer value and customer loyalty. Customer
relationship management and data-mining become the
buzzwords in recent marketing scenario.
ii) The second sub-stage within the marketing concept is
identified as social/mobile marketing concept. It
summed-up the knowledge and theories of its predecessor
era but focuses on real-time connections and social
exchanges based on build-up relationship driven by the
consumers. In this concept businesses are connected 24/7
to current, future and potential consumers in real time.

8. Evaluation of Sales Management

9. Concept & Definition of Sales
Management
Sales management originally referred exclusively to
the direction of sales force personnel and lately the
term transformed into broader aspect in addition to the
management of personnel selling. In general view
Sales Management refers the management of
overall marketing activities such as advertising,
sales promotion, marketing research, physical
distribution, pricing and product merchandising.

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

11. Concept & Definition of Sales Management
Efforts put forth to attain a company’s sales objectives
through sales management’s involvement with following
activities:
(1) Formulation of sales strategy through development of
account management policies, sales force compensation
policies, sales revenue forecasts, and sales plan,
(2) Implementation of sales strategy through selecting
,training, motivating, and supporting the sales force, setting
sales revenue targets, and
(3) Sales force management through development and
implementation of sales performance, monitoring, and
evaluation methods, and analysis of associated behavioral
patterns and costs.

12. THE NATURE AND IMPORTANCE OF SALES
MANAGEMENT
According to Robert N. McMurry in his famous article ‘The
Mystique of Super Salesmanship’ (Harvard Business Review,
March-April 1961, p.114) classified a salesperson’s position
in the organization on following ways:-
•Position where a Salesperson’s job is predominantly to
deliver a product;
•Positions where a salespersons is predominantly an internal
order taker;
•Positions where a salesperson is also predominantly an
order taker but works in the field;

13. THE NATURE AND IMPORTANCE OF SALES
MANAGEMENT
•Positions where a salesperson is not expected or
permitted to take an order but is called only to build
goodwill or to educate an actual or potential user;
•Positions where the emphasis is placed on technical
knowledge;
•Positions which demand the creative sales of tangible
products;
•Positions requiring the creative sale of intangible
products;

14. 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.

15. 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

16. Objectives of Sales Management
• The sales executives in this case are the ones who help implement
these objectives.
• However it is the top management who are responsible to make
skeleton of the organizational operation and has guided the lower
management with full proof strategy to achieve these objectives of
sales management.
• The top management should come out with the idea of new products
which are socially responsible and are marketed in a manner which
meets customer’s needs and expectations.
• Thus sales management involves a strong interaction between Sales,
marketing and top management and worked as an integrated unit
under the organization as a whole.

17. Emerging trends in Sales Management
•Global Presence- Being a global, it is very necessary to face stiff challenges
from global companies. Due to differences in culture, language and taste and
preferences of customers it is not easy to adopt global condition. So sales force should
have well equipped with improved technology, strategy and operational to upgrade
themselves for international level.
•Innovative technology- Revolution in technology helped companies to
communicate with world-wide customers in ease way. To promote products sales
management on behalf of organization should adopt new innovative technology. So it is
important for sales manager to aware off recent technologies using to get edge in
competitions.
•Better Customer Relationship Management (CRM) - Being a successful
organization in today’s competitive world it is necessary to build long-term relationship
with customers. It is less costly to retain an old customer rather than acquiring a new
one. So building up long term relationship will help the organization to know better
about needs and wants of the customers as referral process is very important for the
organization. It is not only building the brand image but also provide favorable
condition to operate.

18. Emerging trends in Sales Management
•Diversity among Sales-force- There is always exist diversity
between sales-force of an organization. Sales manager has to
accommodate himself with people of different background within his
sales-force.
•Team Based Selling Approach- In recent years it is common
approach for the organization to sell the product as a team to build long-
term relationship with potential customers. It is also very useful when
technically complex products are in the process to sell. Generally sales
team consists of top management, inbound and outbound salespersons,
technical specialists etc.
•Multi-channel Operations- in today’s competitive world, multi-
channel operation system is very useful to reach out for potential
customers in different ways. It is very handy for i) lowering channel cost,
ii) customized selling techniques with broad coverage.

19. Emerging trends in Sales Management
•Ethical and Social Issues- In recent years it is necessary to abide
social and ethical issues such as legal constraints, provide social values
to customers’ expectations and taking part in events related to corporate
social responsibilities. Sales manager has to understand the complex
nature of the society and take necessary steps to deal impartially with
various social groups.
•Professionalism within Sales-force- Sales manager should have
professional attitude to process sales operation. As customers are well
informed and aware about the market condition thoroughly so it is
necessary to gather knowledge, skills and right attitude to motivate them.
Reliability, professionalism, integrity and thorough market knowledge is
very necessary for today’s competitive world.

20. Emerging Trends in Sales Management
Customer
&
Orientation
Win Profile
Opportunity Global &
through new Ethical Issues
selling methods
Creating Build
Emerging
Solution through Relationship &
technological Trends in Sales
Customer
innovation Management
Orientation
Situation Identify
Analysis Opportunity
Diversity