Sales Management.pptx
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Sales management involves planning, directing, and controlling a company's personal selling efforts. It includes recruiting, selecting, training, assigning, supervising, compensating, and motivating salespeople. Sales management is integrated with marketing management and involves both field sales teams that contact customers directly and a headquarters marketing team that provides support through promotion, marketing research, logistics, customer service, and coordination. The role of modern sales managers is to oversee these sales and marketing functions.
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Sales management involves planning, directing, and controlling personal selling activities including recruiting, training, and motivating a company's salesforce. It integrates with marketing management and includes field selling teams who contact customers and a headquarters team that provides support through promotion, research, logistics, and customer service. The role of sales managers is to strategically plan sales activities, coordinate functions, use technology like CRM, manage multiple channels, and develop strong people and management skills. Sales management is important for both companies to generate revenue and students with many career opportunities available.
Sales Management.pptx
This document provides an introduction to sales management. It defines sales management as planning, directing, and controlling personal selling activities. The nature of sales management includes integrating sales with marketing, having different sales roles and skills, and managing multiple sales channels. Sales managers are responsible for strategic planning, coordination, and using technology to manage salespeople and customers. Personal selling can be transactional or focus on building long-term relationships. There are various sales jobs that differ in complexity and problem-solving requirements.
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Sales management involves planning, directing, and controlling personal selling activities like recruiting, selecting, training, assigning, supervising, motivating, and compensating a company's salesforce. It is integrated with marketing management as sales planning must align with marketing planning. A company's marketing team consists of a field selling team that contacts customers, and a headquarter marketing team that supports the field team through activities like promotion, marketing research, logistics, customer service, and coordination. Relationship management in sales includes transactional, value-added, and collaborative selling. Sales roles vary and include deliverers, order takers, sales support, technical support, order getters/creators, and solution vendors.
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- Marketing management involves choosing target markets and growing customers through superior value.
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Introduction to Sales Management.pptx
Sales management involves planning, directing, and controlling personal selling activities including recruiting, training, and motivating a company's salesforce. It integrates with marketing management and includes field selling teams who contact customers and a headquarters team that provides support through promotion, research, logistics, and customer service. The role of sales managers is to strategically plan sales activities, coordinate functions, use technology like CRM, manage multiple channels, and develop strong people and management skills. Sales management is important for both companies to generate revenue and students with many career opportunities available.
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This document provides an introduction to sales management. It defines sales management as planning, directing, and controlling personal selling activities. The nature of sales management includes integrating sales with marketing, having different sales roles and skills, and managing multiple sales channels. Sales managers are responsible for strategic planning, coordination, and using technology to manage salespeople and customers. Personal selling can be transactional or focus on building long-term relationships. There are various sales jobs that differ in complexity and problem-solving requirements.
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- Market segmentation involves dividing markets into groups with similar needs. Effective segmentation is measurable, substantial, accessible, differentiable, and actionable.
- Targeting involves deciding which market segments to focus on through concentrated or differentiated targeting strategies based on identifying segments that are identifiable, sufficient, stable/growing, and accessible.
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Nature of Sales Management
To understand the concept of sales management clearly, we must go through its following characteristics:
• Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives.
• Continuous Process: The sales manager needs to perform sales management functions regularly, and this process is never-ending.
• Systematic Approach: It is an organized way of handling the sales function of the company where every problem has a defined and proven solution.
• Relationship Selling: The salespeople make efforts to build a strong customer relationship to sell the products or services effectively.
• Marketing Management Integration: Marketing is a broader concept; marketing management includes all the activities related to sales management.
• Different Sales or Job Position: It is the combined efforts of the whole sales team, including salesperson, sales executive, sales head, sales manager and after-sales service personnel.
• Pervasive Function: It is a universally applicable concept which has been adopted and tested by every kind of business organizations
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Course: BBA II
University: Rajasthan University
Subject Name: Marketing Management (M.M)
Subject Code: 202
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Syllabus:
- Nature, Scope, Importance, Concept
- Product Differentiation
- Brand, Trademarks
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Nature of Sales Management
To understand the concept of sales management clearly, we must go through its following characteristics:
• Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives.
• Continuous Process: The sales manager needs to perform sales management functions regularly, and this process is never-ending.
• Systematic Approach: It is an organized way of handling the sales function of the company where every problem has a defined and proven solution.
• Relationship Selling: The salespeople make efforts to build a strong customer relationship to sell the products or services effectively.
• Marketing Management Integration: Marketing is a broader concept; marketing management includes all the activities related to sales management.
• Different Sales or Job Position: It is the combined efforts of the whole sales team, including salesperson, sales executive, sales head, sales manager and after-sales service personnel.
• Pervasive Function: It is a universally applicable concept which has been adopted and tested by every kind of business organizations
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In this presentation, we will all discuss in brief about marketing and its top three components like- marketing concept, marketing types, marketing mix (4Ps and 7Ps). So read this post carefully if you interested to know about marketing and its top three components like:-
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Course: BBA II
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- Brand, Trademarks
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Sales management involves managing all marketing activities including advertising, sales promotion, and product merchandising to achieve sales volume, profit contributions, and continued growth. Successful salespeople have strong people, managing, and technical skills. Modern sales management must adapt to behavioral changes in buyers, new technologies, and efforts to reduce selling costs.
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Sales Management.pptx
- 1. Introduction to Sales Management
- 2. Sales Management is the management of the personal selling part of a company’s marketing plan. Sales Management (According to American Marketing Association) means the planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal salesforce.
- 3. The nature of Sales Management can be explained by the following three ways: 1. Its integration with marketing management 2. Scope of sales management 3. Role and skills of modern sales managers
- 4. Sales planning should be integrated with marketing planning. A company’s marketing team has two basic groups. 1. Field selling (or personal selling) 2. Headquarter marketing team Field selling teams remain in their territories/branches/regions contacting existing and prospective customers. Head quarter marketing team performs support and service functions to assist field sales people. They are:
- 5. Promotion/Marketing communications (Advertising, sales promotion, public relations, publicity, direct marketing and events/experiences) Marketing Research (Collecting and interpreting information on customers, competitors, products, markets etc.) Market logistics (Physical distribution of finished goods including warehousing, inventory, transportation and order processing) Customer service (Pre-sales and post-sales service as well as delivery service) Coordination (Coordination between customers, company’s salespeople and production and operations by employing inside salespeople)