Downloaded 465 times
Uploaded byshoma chatterjee
Sales management
This document discusses sales management, including: 1) It defines sales management as the management of a company's personal selling function or the process of planning, directing, and controlling personal selling activities. 2) The objectives of sales management include increasing sales volume, contributing to profits, and continuing growth. 3) A sales manager's responsibilities include sales planning, administration, policy/strategy development, forecasting, organizing the sales team, and coordinating with other departments like marketing, advertising, and production.
More Related Content
Sales management
- 1. SALES MANAGEMENT UNIT - 1
- 2. Evolution Of SalesMgmt. • Situation before industrial revolution in U.K. (1760AD) • 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
- 3. What is SalesManagement? • 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, equipping, assigning, supervising, paying, and motivating the personal sales force.
- 4. Nature of SalesManagement • Its integration with marketing management Head- Marketing Manager- Manager – Manager – Manager – Manager – Promotion Market Sales Market Customer Research Logistics Service • Relationship Selling
- 5. Objectives of Sales management • Sales volume • Contribution to profits • Continuing growth
- 6. Other Objectives • Todesign a sales programme • To establish and manage a sales organization • To control the sales performance, sales activities and expenditure • To set the sale s goals, formulate the sales policies, and design the sales strategies. • To mange the sales force • To interact with other departments • To interact with the trade and customers
- 7. Functions of salesexecutive Basically, the functions of sales executives has been divided into two:- • Operating functions • Planning functions Sales – cost of sales = gross margin. Gross margin – expenses =net profit
- 8. Operating functions • Itincludes: – Sales force management. – Handling relations with personnel(middlemen/ customers). – Communicating and coordinating with other marketing executives. – Reporting to superior executives.
- 9. Planning functions • Itincludes: – Sales programs • Setting personal selling goals • Formulating sales policies • Formulating selling strategies – Sales organisation and its control • Designing and shaping the organisation • For staffing • For developing the skills. • For providing leadership.
- 10. Relation with other executives • Sales &Advertising: both stimulate demand. They need to be blended. Salespersons can improve advertising effectiveness. Advertising needs to support sales where and when they need it most. • Sales & Marketing information: data is needed for analysis of sales problems, for determining sales potential. Raw data is collected by sales people.
- 11. Relation with other executives • Sales and service: contributes to strategy success. • Sales and distribution: minimizes stock out situation; improves inventory control; helps sales to focus on demand generation. • Sales & Production: the amount of demand is assessed by the data provided by salesmen. • Sales and R&D: the R&D is based highly on the changing needs, taste and preferences of people. • Sales &Finance: the higher is the sale, more is the revenue earned by the company.
- 12. Importance Of Sales Management • Sales maximization • Profit maximization • Growth and development • Strong planning • Formation of organization • Advise to top management • Optimum relationship
- 13. Functions of aSales Manager Administrative functions Sales planning Sales administration Sales policy and strategies Sales forecasting Sales organization Coordination in advertising and sales promotion Communication Budgetary control Decision making Marketing research
- 14. Functions related tosale force management The sales force structure Selection of sales personnel Placement of sale personnel Training of sales personnel Remuneration of sales personnel Motivation of sales personnel Direction Control Internal and external relations Determination of territory size Fixing the sales quota Evaluation of performance
- 15. Qualities of aSales Manager Physical qualities Sound health Cheerful Appearance Psychological qualities Quick action Confidence Coordination Tactful Initiative
- 16. Social qualities Social Courteous Good manner Co-operative Character qualities Honesty and integrity Discipline Courage Determination Humanism
- 17. Sales Department Structure R & D Officer Sales Personnel Advertisement Sales Personnel Officer Sales Promotion Sales Sales Personnel Officer Manager Sales Officer Sales Personnel Credit Officer Sales Personnel General Officer Sales Personnel
- 18. Making Sales Management Effective • vision • market focus • clear guidance • a good team • spending time with the team • motivation • good communication • sales excellence • innovation • leadership
- 19.