This document provides an overview of a sales management presentation. It discusses how sales managers must have an adaptive management style to deal with changing markets. It also explains that most business environment workers today are service providers, so sales managers must have expertise in both sales and their industry. The presentation objectives are outlined, including defining sales management and understanding the sales manager's role as a coordinator. An overview of transitioning from selling to managing is also provided, outlining the different skills required for each.

1. Republic of the Philippines
POLYTECHNIC UNIVERSITY OF THE PHILIPPINES
QUEZON CITY BRANCH
Don Fabian St. Brgy. Commonwealth Quezon City
Introduction to
SALES MANAGEMENT
Presented by:
PHILIP SJ. SOBERANO
Subject Instructor

2. Sales Managers today must develop an integrative management style
using adaptive, problem solving, extensive information, in many cases
is an ever changing market place.
The overwhelming majority of business environment workers are
service providers such as investment bankers, consultants, and
information technology specialists. Sales Mangers in the current
business environment must have the ability to add value, which means
functional expertise in sales and marketing along with knowledge of
industry. However managers must also have the skills to lead,
communicate, use changing technologies, build teams, motivate sales
people, form strategic alliance with customers.
overview

3. overview
Sales Management as defined by American Marketing Association — is
Planning, direction and control of Personal selling including recruiting,
selecting, equipping assigning, routing, Supervising, paying and
motivating as these task apply topersonal Salesforce.
Sales Managers are responsible for organizing the sales effort, both
within and outside their Companies. Within the Company the Sales
Manager builds formal and informal organizational structures that
ensure effective communication not only inside the sales department
but in its relations with other organizational units.

4. • To know the broad objectives of sales management
• • Definition of sales management
• • How a Sales executive acts as a coordinator
• • To know about personal selling
objectives

5. TRANSITIONING TO SALES
MANAGEMENT:
NEW RESPONSIBILITIES AND
EXPECTATIONS

6. GOING FROM ‘‘SELLING’’ TO ‘‘MANAGING’’
• While it is likely that you came from the world of selling, it is not a
requirement. Sales managers typically choose management
themselves, but other times senior management chooses them
because they are seen as well respected by their peers and they
possess many of the necessary traits of a good manager and leader.
• understanding the elements of selling are very important, what it
takes to manage is a very different skills set.

7. First it is necessary to understand what the ideal salesperson should
look like. He typically exhibits the following behaviors and traits:
On the other hand, the ideal sales manager has her own exemplary characteristics and
traits, including the following

8. four core areas of skills
1. The communication and interpersonal
skills necessary to carry out sales
2. A mastery of the sales process and how it
relates to the business
3. Fundamental business competency
4. Solid understanding of the industry and
marketplace

9. The sales skills model.

10. The sales management model.

11. Cultural misalignment.

12. Cultural alignment.

13. Reference
• Rai Technology University
• Fundamental of Sales Management
• https://www.google.com/search?q=concept+map+rubrics&tbm