The document discusses key aspects of leadership and management. It notes that leadership occurs among people, involves influence, and is used to attain goals. The main difference between leaders and managers is that leaders focus on people while managers focus on systems and structures. Leaders take risks to make changes while managers try to eliminate risks.

1. By Deepika Parwani

3.  Leadership occurs among people, involves
the use of influence, and is used to attain
goals.
 Three words stand out about leadership that
is-
1 People
2 Influence
3 Goals

4. Basis of difference Leaders Managers
Main focus Focus on people. Focus on system and
structure.
Risk taking ability Take risk by making
changes.
Tend to eliminates risks by
preserving the system.
Concept Do the right things. Do things right.
Acceptance level Challenge the existing
system and innovate.
Accept status quo and
administers order.
Emotional attachment Connect emotionally
(heart).
Keep emotional distance
(expert mind).
Innovativeness Follow their own intuition. Tend to do things by books
and follow company policy.
Control and influence on
initiative
Inspire, motivate and align
people to take the
initiative.
Organize and control
people around already
taken initiatives.

5. Autocratic
leadership
Bureaucratic
leadership
Charismatic
leadership
Democratic
leadership
Laissez- Faire
leadership

6. People- oriented
leadership
Servant leadership
Task oriented
leadership
Transactional
leadership
Transformational
leadership

7. 1. Personal skills
i) Developing self awareness
a) determining values and priorities
b) identifying cognitive style
c) assessing attitude towards change
ii) Managing stress
a) coping with stressors
b) managing time
c) delegating
iii) Solving problems creatively
a) using the rational approach
b) using the creative approach
c) fostering innovation in others

8. 2. Interpersonal skills
i) Gaining power and influence
a) gaining power
b) exercising influence
c) empowering others
ii) Communicating
a) informing and listening
b) coaching and counseling
iii) Motivating
a) diagnosing poor performance
b) creating a motivational environment
c) rewarding accomplishment
iv) Conflict management
a) diagnosing the conflict
b) finding causes
c) developing and selecting the best strategies
d) resolving the confrontations

11.  Motivation Is the force within an individual
that directs the behavior.
 the term “Motivation” is called “intervening
variables”. Intervening variables are internal
and psychological process which are not
directly observable and which in turn account
for the behavior of individuals.

12.  Principle of Feeling Of Security
 Principle of Promotion
 Principle of Human Behavior
 Principle of Praise
 Principle of Leadership
 Principle of Participation
 Principle of Simplicity
 Principle of Reward or Punishment
 Principle of Regularity and Continuity
 Principle of Flexibility

13. Sales contests Incentives Bonus
Sales Meeting
Recognition and
Honour

14. Personal Meer Promotions
Personal
Communication
Freedom Compensation

15.  Nature of the Job
 Human Nature
 Personal Problem
 Loners

17.  Sales training is the effort an employer puts
forth to provide salespeople job- related
culture, skills. Knowledge, and attitude that
should result in improved performance in the
selling environments.
 “Training is the act of increasing knowledge
and skills of an employee for doing a
particular job.”
According to Edwin B. Flippo

18.  Higher sales volume
 Better product knowledge
 Eliminates waste
 Influence prospects in a better way
 Reduces control and supervisions
 Develops high morale
 Low turnover of sales force

19. 1. Group Training Methods 2. Individual Training Methods
• Lecture method • Training on the job
• Audio visual method • Training through correspondence
• Discussion method • Internship training
• Conference method • Training through study courses
• Role playing method • Training through individual
coaching
• Panel method • Training through special
assignments
• Round table method • Observation posts
• Brain storming method

20. Cross functional training
Refresher training
Team training
Creativity
training
Skills training
Diversity
training

21.  Training objectives should be specific
 Trainees should be motivated
 Previous background of trainees should be
considered
 Organizational conditions should be favourable
 Trainees should be involved
 Regular feedback should be given
 Employees should be careful selected

23.  Compensation is referred to as money and other
benefits received by an employee for providing
services to his employer.
 “Compensation includes direct cash payments,
indirect payments in the form of employee benefits
and incentives to motivate employee to strive for
higher levels of productivity.”
According to Cascio

24. 1. Role of the sales person
2. Sales cycle of the business
3. Cost of living
4. Condition of product market
5. Comparative wages
6. Productivity of sales person

25. Monetary Compensation Non Monetary Compensation
1. Straight salary
method
2. Straight commission
method
3. Combination of salary
and compensation
4. Drawing account and
commission plan
1. Promotions
2. Recognition programs
3. Fringe benefits
4. Travelling expense
account
5. Perks
6. Sales contests

26. Define the
sales job
Consider the
company’s general
compensation
structure
Consider compensation
patterns in community
and industry
Determine
compensation
level
Provide for the
various compensation
elements
Special company needs
and problems
Consult the present
sales force
Reduce tentative
plan in to writing
and its presenting
Revise the
plan
Implement the
plan and provide
for follow up

28. Essays Rating scales
Forced choice
method
Ranking

29. Setting standards of performance
Recording actual performance
Comparing actual performance with standards
Taking corrective actions

30. 1. Internal Factors 2. External Factors
i. Motivation
ii. Skill level
iii. Job satisfaction
iv. Role perception
v. Personal factors
vi. Ego drive
vii. Empathy
i. Environmental factor
ii. Organisational
factors
iii. Sales management
functions

31. 1. Quantitative
performance standards
2. Qualitative standards
i. Quotas
ii. Selling expense ratio
iii. Gross margin ratio
iv. Territorial market shares
v. Sales coverage
effectiveness index
vi. Call frequency ratio
vii. Calls per day
viii. Order call ratio
ix. Average cost per call
x. Average order size
i. Selling skills
ii. Sales related activities
iii. Personal characteristics