This document discusses key aspects of sales and pricing including sales management, selling techniques, and the roles and responsibilities of a sales manager. It provides details on: 1) The main functions of sales management including sales planning, recruitment and training, motivating staff, building relationships, and achieving sales targets. 2) The key aspects a sales manager must manage like operations, strategy, and analysis. 3) The 7 principles of sales such as customers buying value, listening to customers, building rapport, being helpful, maintaining momentum, persistence, and relationship building.

1. SALES & PRICING
By: ABDULLAH ISMAIL

2. John Henry Patterson

3. SALES & PRICING
•Sales management is the process of developing
a sales force, coordinating sales operations and
implementing sales techniques
•Selling technique has to be unique so that
business should find a way to get a fair share % in
the market
•This starts with a great sales manager who
knows how to inspire and lead a sales team

4. The Key aspects of Sales Management
• There are three umbrellas to manage within
the sales process
• Sales operations
• Sales strategy
• Sales Analysis

5. What is the Full form of Sales
S A L E S?
Single Army Logistics Enterprise

6. 7 Principles of Sales
1. Customers buy things that bring them value
• Customers see value in many different ways. A product
might be a time-saver, a results-booster, a money maker, or
an insight-bringer. But ultimately, customers will only
purchase a product that they think will benefit them.
• Great sales reps are able to spot the need and tailor their
approach to help the customer see that value too. This is
called value-based sales.
• Value based selling focuses on bringing the customer
benefits. Rather than listing features, sales reps who use
value-based selling listen to their customers, uncover what
they need, and adopt value based approach on their
customers’ individual pain points.

7. Listen As Much As you Speak

8. Build your Rapport
• Only 3% of buyers trust sales rep.
• This trust deficit is one of the biggest problems facing salespeople.
No matter how well you explain the value of your product or
recommend a specific solution if your prospects don’t believe
you…you’re facing a losing battle.
• But fortunately, there is a way.Consistently demonstrating expertise
and sharing that knowledge with your prospects shows that you
understand the industry and are empathetic to their challenges.
• By positioning yourself as an advocate for the customer, and a
trusted advisor, you become a team member. Rather than sitting on
the opposite side of the table selling to them, you’re sitting on the
same side, working with them to solve the problem.

9. Be Helpful

10. • As Gary Vaynerchuk explained in his 2013
book "Jab, Jab, Jab, Right Hook," going in hard
for the sale right away won’t get you
anywhere. The jabs are the little things you do
for customers that show you understand
them, and that you care. Once you’ve built
that connection, that relationship, then you
can knock them out with the right hook: your
sales pitch.

11. • There are many ways to be helpful to prospective
buyers, For E.g.
• Introducing prospects to people in your network.
• Forward interesting articles that might help them
solve a pain point (even if it's not written by your
company).
• Connect them with opportunities to promote
their own brand.
• Refer others to their business, or leave reviews
for their products

12. Momentum Close Deals
• People are busy. Without momentum, deals will drop to
the bottom of priority lists for prospects, stakeholders, and
even sales reps.
• But with momentum, there’s always a next step ready to be
worked on and energy to get the deal closed.
• At all steps of the sales process, keep the momentum
moving forward.
• Notify reps when leads need follow-ups.
• Use sales presentations to keep the conversation moving
and work towards an agreement.
• Uncover what needs to happen on the prospect’s side in
order to close the deal, and be proactive to get them what
they need.

13. Persistence Pays Off
• It takes an average of 18 calls to actually
connect with a buyer.
• Only 24% of sales emails are opened.
• 80% of sales require at least 5 follow-up calls
• But, sadly, 44% of salespeople give up after
only one follow-up call.

14. Sales Manager
• The first place to start when answering the
question “What is sales management” is
understanding the role of a sales manager. A
great sales manager is the person who guides
your salespeople and is responsible for :

15. • setting sales goals and quotas
• Motivating and mentoring the team
• Creating sales plans and workflows
• Hiring and on boarding new hires
• Organizing sales training programs
• CRM and pipeline management
• Ensuring coordination with the sales enablement
and marketing teams
• Overall team management
• Designing Territories
• Implementing action plans

16. FUNCTIONS OF SALES MANAGEMEMT
• Sales Planning
• Recruitment &
Selection
• Training
• Motivation &
Remuneration
• Equipping
• Relationship Building
• Achievement of Sales
Target
• Delegation
• Supervising
• Allotment of Sales
Territories
• Allocation of Sales
Quotas
• Sales Budget
Preparation,
• Communication
• Sales Controlling

17. SALES PLANNING
• Sales Planning is the first function of sales
management and it means that the role of a
sales manager is to facilitate planning.
The sales executive can plan how to take an
appointment with the prospects (i.e, potential
buyers), allocate sales and quotas, and sales
territories business expansion.
• This point is also helps to identify the target
market of a sales individual.

18. RECRUITMENT & SELECTION
• Recruitment is the second functions of sales
organization/ management .
• It means that the sales manager recruit the
right person or individual with appropriate
selling skills and select him for a sales job. This
function is very essential for the sales
department because it helps to choose the
effective manager or employee for the
organization.

19. CLASSIFICATION

20. TRAINING

21. • Training is the third functions of sales
management and it means, it is a very
important function of sales manager. Since it
enhances the skills, potential, knowledge, and
ability of a salesperson to take challenging jobs
and perform effectively.
• If an organization wants to increase the sales
potential of sales executives then it will have to
provide proper training facilities and
development programs also.
TRAINING

22. MOTIVATION & REMUNERATION
• Motivation is the fourth function of sales
management and it is very necessary to attain
the sales target. It helps in understanding the
means, emotions, sentiments, and
expressions of a particular sales executive.
While remuneration will help in the
compensation structure of a salesperson.

23. EQUIPPING
• Equipping is the fifth functions of sales
organisation/management and it means that
the sales manager equipped the sales team so
that the team is ready with
templates, brochures, price list, yellow papers,
hoardings which can facilitate or increase the
volume of sales.

25. RELATIONSHIP BUILDING
• The relationship is the sixth function of sales
management and it means that the critical
task of a sales manager is to acquire the
prospects, grow the customers, build the
customers, manage the customers and retain
them through relationship marketing.

26. ACHIEVEMENT OF SALES TARGET
• Achievement factor is the seventh functions
of sales organisation/management and it
means that the ultimate objective of a sales
manager is to maximize the sales revenue. He
will be responsible for the attainment of sales
target by himself and also by the team.
• Thus, the achievement of a sales target helps
to grow the business or an organization in an
effective or efficient manner.

27. DELEGATION
• Delegation is the eighth functions of sales
department/management and it means that the
degree of control and accountability is possible
through delegation. There will be a grouping of
jobs along with the concerned authority so that
work is completed within a stipulated period of
time.
• However, delegation is also known as the transfer
of something (it can be work, power, etc).

28. ALLOCATION OF SALES QUOTA

29. ALLOCATION STRATEGY
• Allocation strategy is the eleventh function of
sales management and it means that the sales
quota refers to the quantitative targets
assigned to individuals salesperson. These are
responsible for planning, controlling, and
evaluation of personal selling activities.

30. SALES BUDGET PREPARATION
• The sales budget is the twelfth functions of a
sales manager and it means that they
comprise of personal selling function
expenses, expenses involved in transportation,
promotional expenses, telemarketing
expenses and so on.

31. STEVE JOBS ON DESIGNING A
CAMPAIGN “THINK DIFFERENT”