The document discusses sales management and the sales process. It defines sales management as attaining organizational sales goals through effective planning, staffing, training, leading, and controlling resources. The sales management process involves conception, planning, execution, control, and feedback. Personal selling aims to build awareness, create interest, provide information, stimulate demand, and reinforce brands. Determining sales policies requires identifying targets, analyzing data, creating marketing/sales plans, training salespeople, and managing customers and products.
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Chapter 1 introduction to sales and distribution managementNishant Agrawal
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Chapter 1 introduction to sales and distribution managementNishant Agrawal
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
This Presentation contains the study features and characteristics of Sales Manager. Its roles, Functions and responsibilities.
This also contains another part that is about Salesmanship in which it includes concept, objectives, functions, types of Salesman and what are the qualities of a Good Salesmen .
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
This Presentation contains the study features and characteristics of Sales Manager. Its roles, Functions and responsibilities.
This also contains another part that is about Salesmanship in which it includes concept, objectives, functions, types of Salesman and what are the qualities of a Good Salesmen .
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
Traditional lead generation has undergone substantial changes in recent years, thanks to new online and social marketing techniques. In particular, the abundance of information readily available online has led to the rise of the “self-directed buyer” and the emergence of new ways to develop and qualify potential leads before passing them to sales.
In the age of the self-directed buyer, marketers need to find new ways to reach their potential customers and get heard through the noise. Instead of finding customers through mass advertising and email blasts, marketers must now focus on being found, and learn to build enduring relationships with buyers. This massive shift has sparked a huge transformation in marketing.
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The Indian economy is classified into different sectors to simplify the analysis and understanding of economic activities. For Class 10, it's essential to grasp the sectors of the Indian economy, understand their characteristics, and recognize their importance. This guide will provide detailed notes on the Sectors of the Indian Economy Class 10, using specific long-tail keywords to enhance comprehension.
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Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
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CLASS 11 CBSE B.St Project AIDS TO TRADE - INSURANCE
Sales management
1. SALES MANAGEMENTSALES MANAGEMENT
Mr. Amit GargMr. Amit Garg
Assistant Professor,Assistant Professor,
Deptt. of Management Studies,Deptt. of Management Studies,
Malout Institute of Management & InformationMalout Institute of Management & Information
Technology, Malout - 152107Technology, Malout - 152107
2. Sales ManagementSales Management
Sales management is attainment of an organization'sSales management is attainment of an organization's
sales goals in an effective & efficient manner throughsales goals in an effective & efficient manner through
planning, staffing, training, leading & controllingplanning, staffing, training, leading & controlling
organizational resources. Revenue, sales, and sourcesorganizational resources. Revenue, sales, and sources
of funds fuel organizations and the management of thatof funds fuel organizations and the management of that
process is the most important function.process is the most important function.
3. Sales Management ProcessSales Management Process
1.1. Conception – What will be offered?Conception – What will be offered?
2.2. Planning – How?Planning – How?
3.3. Execution – When and at what pace and scale?Execution – When and at what pace and scale?
4.4. Control – How will feedback and contingencies beControl – How will feedback and contingencies be
acted upon?acted upon?
5.5. Feedback – How we have to integrate and reply backFeedback – How we have to integrate and reply back
activity to activity?activity to activity?
4. Objectives of sales managementObjectives of sales management
Sales volumeSales volume
Contribution to profitsContribution to profits
Continuing growthContinuing growth
PlanningPlanning
Proper allocation of resourcesProper allocation of resources
5. Difference Between Sales Management,Difference Between Sales Management,
Personal Selling, SalesmanshipPersonal Selling, Salesmanship
Sales management directs the personal selling efforts,Sales management directs the personal selling efforts,
Which in turn is implemented largely throughWhich in turn is implemented largely through
salesmanship.salesmanship.
Sales management directs all different marketing optionSales management directs all different marketing option
to be planed and organize to achieve profits and moreto be planed and organize to achieve profits and more
customers.customers.
Personal selling is a broader concept thanPersonal selling is a broader concept than
salesmanship, personal selling is the art of successfullysalesmanship, personal selling is the art of successfully
persuading prospects or customers to buy a product orpersuading prospects or customers to buy a product or
services from which they can derive suitable benefits,services from which they can derive suitable benefits,
thereby increasing their total satisfaction.thereby increasing their total satisfaction.
6. Salesmanship is seller-initiated effort that providesSalesmanship is seller-initiated effort that provides
prospective buyers with information and other benefits,prospective buyers with information and other benefits,
motivating or persuading them to decide in favor of themotivating or persuading them to decide in favor of the
seller’s product or service.seller’s product or service.
7. The Selling Process and ExamplesThe Selling Process and Examples
of Prospect’s Thoughts and Questionsof Prospect’s Thoughts and Questions
Steps in the
Selling Process
1. Prospecting1. Prospecting
Salesperson locatesSalesperson locates
and qualifies prospectsand qualifies prospects
2.2. PreapproachPreapproach
Salesperson determinesSalesperson determines
sales call objective,sales call objective,
develops customerdevelops customer
profile, customer benefitprofile, customer benefit
program and sellingprogram and selling
strategies. Customer’sstrategies. Customer’s
needs are determined.needs are determined.
Prospect’s
Mental Steps
Prospect’s Potential
Verbal and Mental
Questions
8. Steps in the
Selling Process
3.3. ApproachApproach
Salesperson obtainsSalesperson obtains
interview, meetsinterview, meets
prospect, and beginsprospect, and begins
individualized salesindividualized sales
presentation.presentation.
Needs are furtherNeeds are further
uncovered.uncovered.
Prospect’s
Mental Steps
Attention due to arousal of
potential need or problem.
Interest due to recognized
need or problem and the
desire to fulfill the need or
solve the problem.
Prospect’s Potential
Verbal and Mental
Questions
Should I see salesperson?
Should I continue to listen,
interact, devote much time to
a salesperson?
What’s in it for me?
9. Steps in the
Selling Process
4. Presentation
Salesperson relates
product benefits to
needs, using
demonstration,
dramatizations,
visuals, and proof
statements.
Prospect’s
Mental Steps
Interest in information that
provides knowledge and
influences perceptions and
attitude.
Desire begins to develop
based on information eval-
uation of product features,
advantages, and benefits.
This is due to forming posi-
tive attitudes that product
may fulfill need or solve
problem. Positive attitudes
brought about by knowledge
obtained from presentation.
Prospect’s Potential
Verbal and Mental
Questions
Is the salesperson prepared?
Are my needs understood? Is
the seller interested in my
needs?
Should I continue to listen
and interact?
So what? (to statements
about features)
Prove it! (to statements about
advantages)
Are the benefits of this
product the best to fulfill my
needs?
10. Steps in the
Selling Process
5. Trial close
Salesperson asks
prospect’s opinion on
benefits during and
after presentation.
6. Objections
Salesperson uncovers
objections.
Prospect’s
Mental Steps
Desire continues based on
information evaluation.
Desire continues based on
information evaluation.
Prospect’s Potential
Verbal and Mental
Questions
Do I understand the
salesperson’s marketing plan
and business proposition?
I need more information to
make a decision. Can you
meet my conditions?
11. Steps in the
Selling Process
7. Meet Objections7. Meet Objections
SalespersonSalesperson
satisfactorily answerssatisfactorily answers
objections.objections.
Prospect’s
Mental Steps
Desire begins to be
transformed into belief.
Conviction established due to
belief the product and
salesperson can solve needs
or problems better than
competitive products.
Appears ready to buy.
Prospect’s Potential
Verbal and Mental
Questions
Let me see the reaction when
I give the salesperson a hard
time.
I have a minor/major
objection to what you are
saying.
Is something nonverbal being
communicated?
Did I get a reasonable answer
to my objection?
12. Steps in the
Selling Process
8. Trial Close8. Trial Close
Salesperson usesSalesperson uses
another trial close toanother trial close to
see if objections havesee if objections have
been overcome; or ifbeen overcome; or if
presentation wentpresentation went
smoothly before thesmoothly before the
close, to determine ifclose, to determine if
the prospect is ready tothe prospect is ready to
buy.buy.
Prospect’s
Mental Steps
Conviction becomes stronger.
Prospect’s Potential
Verbal and Mental
Questions
Can I believe and trust this
person?
Should I reveal my real
concerns?
13. Steps in the
Selling Process
9. Close9. Close
Salesperson hasSalesperson has
determined prospect isdetermined prospect is
ready to buy and nowready to buy and now
asks for the order.asks for the order.
Prospect’s
Mental Steps
Action (purchase) occurs
based on positive beliefs that
the product will fulfill needs
or solve problems.
Prospect’s Potential
Verbal and Mental
Questions
I am asked to make a buying
decision now.
If I buy and I am dissatisfied,
what can I do?
Will I receive after-the-sale
service as promised?
What are my expectations
toward this purchase?
Why don’t you ask me to
buy?
Ask one more time and I’ll
buy.
14. Steps in the
Selling Process
10. Follow-Up10. Follow-Up
Salesperson providesSalesperson provides
customer service aftercustomer service after
the sale.the sale.
Prospect’s
Mental Steps
Satisfaction—Dissatisfaction
Prospect’s Potential
Verbal and Mental
Questions
Did the product meet my
expectations?
Am I experiencing
dissonance?
How is the service associated
with this product?
Should I buy again from this
salesperson?
15. Personal Selling objectivesPersonal Selling objectives
• Building Product Awareness –Building Product Awareness – A common task ofA common task of
salespeople, especially when selling in businesssalespeople, especially when selling in business
markets, is to educate customers on new productmarkets, is to educate customers on new product
offerings. In fact, salespeople serve a major role atofferings. In fact, salespeople serve a major role at
industry trades shows where they discuss products withindustry trades shows where they discuss products with
show attendees. But building awareness using personalshow attendees. But building awareness using personal
selling is also important in consumer markets.selling is also important in consumer markets.
16. • Creating Interest –Creating Interest – The fact that personal sellingThe fact that personal selling
involves person-to-person communication makes it ainvolves person-to-person communication makes it a
natural method for getting customers to experience anatural method for getting customers to experience a
product for the first time. In fact, creating interest goesproduct for the first time. In fact, creating interest goes
hand-in-hand with building product awareness as saleshand-in-hand with building product awareness as sales
professionals can often accomplish both objectivesprofessionals can often accomplish both objectives
during the first encounter with a potential customer.during the first encounter with a potential customer.
17. • Providing Information –Providing Information – When salespeople engageWhen salespeople engage
customers a large part of the conversation focuses oncustomers a large part of the conversation focuses on
product information. Marketing organizations provideproduct information. Marketing organizations provide
their sales staff with large amounts of sales supporttheir sales staff with large amounts of sales support
including brochures, research reports, computerincluding brochures, research reports, computer
programs and many other forms of informationalprograms and many other forms of informational
material.material.
18. • Stimulating Demand –Stimulating Demand – By far, the most importantBy far, the most important
objective of personal selling is to convince customers toobjective of personal selling is to convince customers to
make a purchase.make a purchase.
• Reinforcing the Brand –Reinforcing the Brand – Most personal selling isMost personal selling is
intended to build long-term relationships with customers.intended to build long-term relationships with customers.
A strong relationship can only be built over time andA strong relationship can only be built over time and
requires regular communication with a customer.requires regular communication with a customer.
Meeting with customers on a regular basis allowsMeeting with customers on a regular basis allows
salespeople to repeatedly discuss their company’ssalespeople to repeatedly discuss their company’s
products and by doing so helps strengthen customers’products and by doing so helps strengthen customers’
knowledge of what the company has to offer.knowledge of what the company has to offer.
19. Determining Sales related marketingDetermining Sales related marketing
PoliciesPolicies
Forming the Strategy TeamForming the Strategy Team
Planning a Development SchedulePlanning a Development Schedule
Identifying the Target MarketIdentifying the Target Market
Collecting and Organizing Market DataCollecting and Organizing Market Data
Analyzing and Interpreting Market DataAnalyzing and Interpreting Market Data
Situational AnalysisSituational Analysis
Competitive AnalysisCompetitive Analysis
Marketing PlanMarketing Plan
Advertising PlanAdvertising Plan
20. Internet MarketingInternet Marketing
Public Relations PlanPublic Relations Plan
Planning Trade Shows and EventsPlanning Trade Shows and Events
Lead ManagementLead Management
Customer Life Cycle Management PlanCustomer Life Cycle Management Plan
Sales Management PlanSales Management Plan
Planning Sales CallsPlanning Sales Calls
Customer DatabaseCustomer Database
CRMCRM
Customer Service GoalsCustomer Service Goals
22. Supply chain managementSupply chain management
Product life cycleProduct life cycle
Sales promotionSales promotion
Ad campaignAd campaign
23. Amit Garg
Asstt. Professor
MIMIT, Malout
Amit Garg
Asstt. Professor
MIMIT, Malout
Amit Garg
Asstt. Professor
MIMIT, Malout
Amit Garg
Asstt. Professor
MIMIT, MaloutBYBY