The document discusses various aspects of sales management including defining sales management, the roles and responsibilities of a sales manager, key tasks in sales management like sales planning, talent development, and leading a sales team, as well as different sales promotion strategies. It provides details on pull and push strategies, examples of popular sales promotions like buy-one-get-one offers, and characteristics of effective customer service.

3. The planning, organizing, leading & controlling of
personnel contact, programmed designed to achieve the
sale, profit & objectives of firm
OR
“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”.

4. “Sale management is also defined as business discipline
which focused on the practical application of sale
techniques & management of firm sale operations.”

5. Sales Management refers the management
of overall marketing activities such as
advertising, sales promotion, marketing
research, physical distribution, pricing and
product merchandising.

6. • SALES VOLUME
• PROFITS
• GROWTH

7. A sales manager is the person responsible for leading and
guiding a team of sales people.
Sales manager must have the abilities to utilize the talent of
others in an accurate way.
The biggest and most challenging task of a sales manager
is to prepare the sales team for the constantly changing
marketplace.
Great sales managers are the arch role model for change

8. “Every organization has to prepare for the
abandonment of everything it does."
Peter Drucker

10. 1. Sales planning: A sales plan is a strategy that sets out
sales targets and tactics for your business, and identifies
the steps you will take to meet your targets.
 It include;
– Defining of area
– Comparison with Competitors
– Training of personals
– Work on product

12. 2. Talent Development: it is a function of human resource
management concerned with organizational activity aimed at
bettering the performance of individuals and groups in
organizational settings.
• That can be performed through;
– Workshop
– Seminars
3. Human resources development: is a function in
organizations designed to maximize employee performance in
service of an employer's strategic objectives.
• It include:
– Hiring
– Staffing
– Training
– Rewards

13. 4. Leading: ”Leading is the use of influence to
motivate employees to achieve organizational
goals“
– Make decision
– To guide the employees
5. Control of resources:
Ideas such as making sure one has enough
physical resources for one's business, but not an
overabundance so that products won't get used,
or making sure that people are assigned to
tasks that will keep them busy and not have too
much downtime

15. According to Brech, “Personnel Management is that part
which is primarily concerned with human resource of
organization.”
Personnel management is an extension to general
management. It is concerned with promoting and
stimulating competent work force to make their fullest
contribution to the concern.
Functions
– Future oriented: that is company oriented
– Action oriented: that is employee oriented

16. “It is a strategy that salespeople use to convince customers
to purchase a product. The salesperson uses a personalized
approach, tailored to meet the individual needs of the
customer, to demonstrate the ways that the product will
benefit him.”
US department of labor bureau of labor statistics shows
that about 12 million people belong to this profession &
about 10% of total work force in United State are working
in this department.

17. The marketing mix refers to the “set of actions, or tactics,
that a company uses to promote its brand or product in the
market.”
The marketing mix is a business tool used in marketing and
by marketers. The marketing mix is often crucial when
determining a product or brand's offer, and is often
associated with the four P's:
1) price,
2) product,
3) promotion,
4) place.

19. “Customer services is a series of activities designed to
enhance the level of customer satisfaction.”
Customer service is the act of taking care of the customer's
needs by providing and delivering professional, helpful,
high quality service and assistance before, during, and after
the customer's requirements are met.

20. Characteristics
• Promptness: Promises for delivery of products must be
on time. Delays and cancellations of products should be
avoided.
• Politeness: Politeness is almost a lost art. Saying 'hello,'
'good afternoon,' 'sir', and 'thank you very much' are a
part of good customer service..
• Professionalism: All customers should be treated
professionally, which means the use of competence or
skill expected of the professional. Professionalism shows
the customer they're cared for.
• Personalization: Using the customer's name is very
effective in producing loyalty. Customers like the idea
that whom they do business with knows them on a
personal level.

22. • There should be the counter desk for the easy
access of customer .
• As customer want to report such type of
difficulties
– Returns
– Exchange
– Complaints

24. It is one level or type of marketing aimed either at the
consumer or at the distribution channel (in the form of
sales-incentives). It is used to introduce new product, clear
out inventories, attract traffic, and to lift sales temporarily.
Sales Promotion Strategies:
There are three types of sales promotion strategies
– Pull
– Push
– Combination of both

25. • Sales promotion is the most short-term of the promotion
mix tools. Whereas advertising or personal selling says
“buy,” sales promotions say “buy now.”
Sales promotion tools are used by most organizations,
including manufacturers, distributors, retailers, and not-for-
profit institutions. They are targeted toward final buyers
(consumer promotions), retailers and wholesalers (trade
promotions),business customers (business promotions),
and members of the business customers (business
promotions), and members of the sales force (sales force
promotions).

27. A push promotional strategy involves taking the product
directly to the customer via whatever means, ensuring the
customer is aware of your brand at the point of purchase.
"Taking the product to the customer“
e.g.
• Trade show promotions to encourage retailer demand
• Direct selling to customers in showrooms or face to face
• Negotiation with retailers to stock your product
• Efficient supply chain allowing retailers an efficient
supply
• Packaging design to encourage purchase
• Point of sale displays

28. Pull strategy involves motivating customers to seek out
your brand in an active process.
"Getting the customer to come to you"
Examples of pull tactics
• Advertising and mass media promotion
• Word of mouth referrals
• Customer relationship management
• Sales promotions and discounts

30. Some popular sale promotion examples
Buy-One-Get-One-Free: buy one thing and you ll get
other free of cost.
Customer Relationship Management: incentives such as
bonus points or money off coupons.
New Media : Websites and mobile phones that support a
sales promotion
Merchandising: additions such as dump bins, point-of-sale
materials and product demonstrations.
Free gifts: e.g. Subway gave away a card with six spaces for
stickers with each sandwich purchase. Once the card was
full the consumer was given a free sandwich

32. Discounted prices: decreases the price of the product
Joint promotions between brands owned by a company,
or with another company's brands. For example fast food
restaurant soften run sales promotions where toys, relating
to a specific movie release, are given away with promoted
meals

34. • Bonus points: certain retail shops will have a scheme
which will require the customer to be a member of the
shop and to acquire membership card for the same. And
every time the customer makes a purchase bonus points
are added to the card and at the end of the year gifts are
given for the points earned. Example – coffee day bonus
points card
• Money Back offer: Under this scheme customers are
given assurance that full value of the product will be
returned to them if they are not satisfied after using the
product

35. • Scratch and win offer: To induce the customer to buy a
particular product 'scratch and win' scheme is also
offered. Under this scheme a customer scratch a specific
marked area on the package of the product and gets the
benefit according to the message written there.