The document discusses the sales management process. It involves setting goals for staff, providing sales support and training, creating or updating the sales strategy, and monitoring results. If goals are not being met, the sales manager will work with other departments like production and marketing to determine the root cause, such as issues with the product, pricing, manufacturing, or customer service. The sales manager will also ensure that proper training and support were provided to sales staff and may provide additional coaching or terminate an employee if needed. It is important for sales managers to recognize top performers and retain high performing employees.
Brief 8 minute presentation on 5 tips for improving your online sales training including: sales manager training, using profiles, sales training based upon profiles, frequent, short bursts of refresher training, and quick live, online practice sessions with the sales reps as presnters.
SCE Training expert in training sales people to become more confident and professional. We provide market leading inside sales training, sales training, lead generation training, and telesales courses throughout the UK.
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Everyone wants unique sales skills to close sales but no one knows about the Sales Training or Sales Training Programs. Read this and get a detailed note about the Importance of Sales Training now!!
To get a detailed note about Sales Training Visit, https://www.yatharthmarketing.com/what-is-sales-training/
Brief 8 minute presentation on 5 tips for improving your online sales training including: sales manager training, using profiles, sales training based upon profiles, frequent, short bursts of refresher training, and quick live, online practice sessions with the sales reps as presnters.
SCE Training expert in training sales people to become more confident and professional. We provide market leading inside sales training, sales training, lead generation training, and telesales courses throughout the UK.
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call us at : 08263069601
Everyone wants unique sales skills to close sales but no one knows about the Sales Training or Sales Training Programs. Read this and get a detailed note about the Importance of Sales Training now!!
To get a detailed note about Sales Training Visit, https://www.yatharthmarketing.com/what-is-sales-training/
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MBA Notes by Jayanti Pande
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https://www.yatharthmarketing.com/valuable-tips-for-sales-coaching/
2. Definition
§ Businesses exist to make sales. The sales
management process monitors and measures each
staff member's ability to either support sales or do
the actual selling to customers.
Dr. Magdy Abdelsattar
2
3. Effective sales management
strategy
§ Setting goals,
§ Providing sales support and training,
§ Creating or updating the sales strategy,
§ And monitoring results.
Dr. Magdy Abdelsattar
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4. Setting goals,
Sales management process can include goals for
individual staff members, departments, and the entire
company.
These standards must be discussed with staff. This
includes communicating updated goals based on
performance, the economy, and the competitive
environment.
Dr. Magdy Abdelsattar
4
5. Providing sales support and
training,
the sales management process continues by providing
tools and training to reach those goals.
This can include in-depth information about the
company's products, target audience, and sales strategy.
Effective training is not a one-time occurrence. Ongoing
training is needed to ensure success.
Dr. Magdy Abdelsattar
5
6. Creating or updating the sales
strategy,
The sales manager needs to determine where any
problems lie and offer a solution.
The sales manager must review whether the product is
competitive and is delivered on schedule.
Dr. Magdy Abdelsattar
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7. monitoring results.
Sales managers typically monitor results to determine if
the current sales process is working.
This review should include the entire sales process, from
taking the order to delivery to follow-up service
Dr. Magdy Abdelsattar
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8. If goals are not being met,
§ Poor sales can be the result of an inferior product,
non-competitive pricing, manufacturing or deliver
delays, customer service issues, or employee
issues.
§ The sales manager will usually rely on several
departments, including:
§ Production,
§ Customer service,
§ And marketing,
to find the root of any problems.
If the product is not the issue,
§ The sales manager must ensure that proper
support and training were provided during the
sales management process.
§ The sales manager also can work closely with the
marketing department to be sure the product is
being advertised effectively to the correct target
audience.
Dr. Magdy Abdelsattar
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9. If goals are not being met,
§ The sales manager must review the
salesperson's personal ability to do the
job.
§ The manager can provide more training or
personal coaching to help the salesperson
achieve stated goals.
§ If additional training or coaching is not
effective, the sales manager may decide
to terminate the employee.
Dr. Magdy Abdelsattar
9
10. Sales managers must,
§ sales managers must also be keenly
aware of what is working in the sales
management process so that successes
can be duplicated.
§ Sales managers need to know which
products are selling, what sales
techniques work, and must solicit
customer feedback.
Dr. Magdy Abdelsattar
10
11. Sales managers must,
§ Include a recognition program for top
performers in the sales management
process.
§ Employees who meet or exceed goals
generally want to feel appreciated for a
job well done.
§ Various incentives such as cash bonuses,
a larger office, time off, or trips can be
used to show appreciation.
§ Such reward programs can help a
business retain its best employees and
keep them from moving to a competitor.
Dr. Magdy Abdelsattar
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