Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business.
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business.
The Importance of Sales and Relationship Management in any BusinessXavier Jenkins
Sales and Relationship Management
Sales is part of every job today, internal and external. This curriculum will orient you on sales and relationship management, a very important aspect of business – one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.
Instructor: Xavier Jenkins
Hours: 3.0
Level: Core
Type: Online Video Course
Live Discussion: Yes
Language: ENG
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Meaning & Objective of sales management; Meaning & Personal selling objectives; theories of selling; personal selling process; sales force; compensation and motivation of sales force
MEANING
• 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.”
The Importance of Sales and Relationship Management in any BusinessXavier Jenkins
Sales and Relationship Management
Sales is part of every job today, internal and external. This curriculum will orient you on sales and relationship management, a very important aspect of business – one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.
Instructor: Xavier Jenkins
Hours: 3.0
Level: Core
Type: Online Video Course
Live Discussion: Yes
Language: ENG
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Meaning & Objective of sales management; Meaning & Personal selling objectives; theories of selling; personal selling process; sales force; compensation and motivation of sales force
MEANING
• 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.”
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The US House of Representatives is deeply concerned by ongoing and pervasive acts of antisemitic
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• The Committee on Education and the Workforce has been investigating your institution since December 7, 2023. The Committee has broad jurisdiction over postsecondary education, including its compliance with Title VI of the Civil Rights Act, campus safety concerns over disruptions to the learning environment, and the awarding of federal student aid under the Higher Education Act.
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• The Committee on Ways and Means has been investigating several universities since November 15, 2023, when the Committee held a hearing entitled From Ivory Towers to Dark Corners: Investigating the Nexus Between Antisemitism, Tax-Exempt Universities, and Terror Financing. The Committee followed the hearing with letters to those institutions on January 10, 202
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2. Definition
Personal selling can be defined as "the process of
person-to-person communication between a
salesperson and a prospective customer, in which the
former learns about the customer's needs and seeks
to satisfy those needs by offering the customer the
opportunity to buy something of value, such as a
good or service.“
The term may also be used to describe a situation
where a company uses a sales force as one of the
main ways it communicates with customers.
3. Selling Situations
Sales activity can occur in many types of situations.
1. Field representatives call on clients, who are typically
business clients;
2. Door-to-door sales teams call on householders,
3. Sales staff may work in
a retail or wholesale environment where sales
personnel attend to customers by processing orders
4. Sales may occur in a telemarketing environment
where the sales person makes telephone calls to
prospects.
5. In terms of number of transactions, most
selling occurs at the retail level; but in terms
of value, most selling occurs at the high-end
business-to-business level.
4. Types of Sales Roles
Order takers refers to
selling that occurs
primarily at the
wholesale or retail levels.
Order processing
involves determining the
customer needs, pointing
to inventory that meets
the customer needs and
completing the order.
5. Types of Sales Roles
Order getters refers to
the in-field sales activity
where a sales
representative travels to
the client's home or work
place to makes a sales
presentation in order to
win new business or to
maintain relations with
existing clients.
6. Types of Sales Roles
Missionary selling is often
seen as a sales support role.
The missionary sales person
distributes information about
products or services, describes
product attributes and leaves
materials but does not normally
close the sale.
The missionary sales person often
prepares the way for a field sales
person.
For example, a pharmaceutical
sales representative may call on
doctors and leave samples,
manufacturer information such as
results of clinical trials, copies of
relevant journal articles etc. in an
effort to persuade doctors to
prescribe a medication or course
of treatment.
7. Types of Sales Roles
Cold calling refers to a
situation when a sales
representative telephones or
visits a customer without a
prior appointment.
Cold calling is often
considered to be the most
challenging of the sales
activities.
In a cold calling situation, the
sales representative is likely to
be more conscious of the
client's time, and may seek to
condense the sales process by
combining the approach and
the sales presentation into a
single step.
8. Types of Sales Roles
Relationship selling (also
known as consultative selling)
refers to a sales practice that
involves building and
maintaining interactions with
customers in order to enhance
long term relationships.
Relationship selling often
involves a problem solving
approach where the sales
representative acts in a
consultative role and becomes
a partner in the client's
problem-solving exercise.
Relationship selling is often
found in high-tech selling
environments.
9. Types of Sales Roles
Direct selling refers
to selling products
directly to the consumer
in a non-retail
environment. Instead,
sales occur at home,
work, online, or other
non-store locations.
Example: A street
hawker in Indonesia is
engaged in direct selling
11. The sales process
Prospecting–Identifying prospects or prospecting
occurs when the sales person seeks to identify leads or
prospects (i.e., people who are likely to be in the market
for the offer).
To identify prospects, sales representatives might use a
variety of sources such as business directories (for
corporate clients), commercial databases or mailing lists
or simply look at internal records such as lists of lapsed
customers.
The aim of prospecting is to increase the likelihood that
sales staff spend time with potential clients who have an
interest in the product or service.
12. The sales process
Qualifying leads–After identifying potential
customers, the sales team must determine whether
prospects represent genuine potential customers.
This part of the process is known as qualifying leads,
or leads who are likely to buy.
Qualified leads are those who have a need for the
product, a capacity to pay and a willingness to pay
for the product, and are willing to be contacted by
the salesperson
13. The sales process
Pre-approach–Refers to the process of
preparing for the presentation.
This consists of customer research, goal planning,
scheduling an appointment and any other tasks
necessary to prepare for the sales presentation.
14. The sales process
Approach–Refers to the stage when the
salesperson initially meets with the customer.
Since first contact leaves an impression on the
buyer, professional conduct, including attire, a
handshake, and eye contact, is advised.
15. The sales process
Need assessment–An important component of the sales
presentation is the assessment of the customer's needs.
Salespeople should evaluate the customer based on the
need for the product.
Sales representatives typically ask questions designed to
reveal the prospective client's current situation, the source
of any problems, the impact of the problems, the benefits of
the solution, the client's prior experience with the brand or
the category, the prospect's general level of interest and
readiness to purchase.
In the case of corporate clients, it may be necessary to
ascertain any limitations on the prospect's authority to
make a purchase (e.g. financial restrictions)
16. The sales process
Sales presentation–Once the salesperson knows the
needs, he or she is ready for the presentation.
Sales representatives often follow the AIDA model, which
allows them to lead the prospect through the standard
stages of the purchase decision process.
The steps in the AIDA process are to grab the
customer’s Attention, ignite Interest, create Desire, and
inspire Action (AIDA).
The salesperson can do this through product
demonstrations and presentations that show the features,
advantages and benefits of the product
17. The sales process
Handling objections–After the presentation, the sales
person must be ready to handle any objections.
Customers who are interested will voice their concerns,
usually in one of four ways.
They might question the price or value of the product,
dismiss the product/service as inadequate, avoid making a
commitment to buy, or refuse because of an unknown
factor.
Salespeople should do their best to anticipate objections
and respectfully respond to them.
18. The sales process
Closing–When the sales person feels that the
prospect is ready, they will seek to gain
commitment and close the sale.
If the sales person is unsure about the prospect's
readiness to buy, they might consider using a 'trial
close.'
The salesperson can use several different
techniques to close the sale; including the
‘alternative close’, the ‘assumptive close’, the
‘summary close’, or the ‘special-offer close’, among
others
19. The sales process
Follow-up–Finally, the salesperson must
remember to follow up after the sale has been
concluded. Following up will ensure customer
satisfaction and help establish a relationship with
the customer.