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 A sales manager needs to concentrate on the three crucial elements of sales management. Getting these three right can bring optimization of the sales management.

1. Sales and Distribution
Management
UNIT 1
R Logeswari Joe
Assistant Professor
DDGD SOM

2. What is Selling?
Selling is the process of
transaction where
goods or services are
exchanged for
payment.
What is Marketing?
“Marketing is the activity, set
of institutions, and processes
for creating, communicating,
delivering, and exchanging
offerings that have value for
customers, clients, partners,
and society at large.”

3. The Chart of difference between Selling and
Marketing
Points of differences Selling Marketing
Meaning
It refers to the transaction between two or more parties in
which the buyer receives the offering (product) and the
seller gets something of value (money) in return.
Marketing is concerned with the activities of a
business related to buying and selling products or
services with customer satisfaction.
Nature of work In selling, the seller just focus on selling the product.
Marketing mainly focus on customer needs and
wants.
Function
In this, the company firstly make the product and then think
about how to sell that product.
In this, the marketer or a company firstly look at
the customer taste and prefrences then make the
product accordingly.
Focus
In selling, company focus to produce more and more
products.
In Marketing, the brand recognition and brand
image is mainly focused.
Interest Selling maintains the consumers interest.
On the other hand, marketing emphased on
creating the interest of the customer.
Strategy In selling the Push strategy is used. The Pull Strategy is used in marketing.

4. Source: Adapted from Moncrief, W.C. and Marshall, G.W. (2005) ‘The evolution of the seven steps of selling’, Industrial
Marketing Management,

5. TYPES OF SELLING

6. Topics for
discussion
Sales Management
Evolution of Sales Management
Importance of Sales Management
Nature & Scope of Sales
Management
Emerging Trends in Sales
Management

7. What is sales management?
American Marketing Association defined as Sales
management is “The planning, direction, and control of
personal selling, including recruiting, selecting, equipping,
assigning, routing, supervising, paying and motivating as
these tasks, apply to personal sales force.

8. Source: Fundamentals of Selling,
Edition 10e, The McGraw-Hill

9. Evolution of Sales
Management
https://ru.coursera.org/lecture/account-management/evolution-of-
sales-3ud7Q

10. Functions of
Sales
Management
Setting Sales Objective
Human Recourse
Planning
Recruitment & Selection of Salesmen
Training Salesmen
Motivation
Compensation
Controlling the Sales force

15. Over ALL
• Corporate objectives
• Sales volume
• Profitability
• Growth
• Its integration with
marketing management
• Relationship selling
• Varying sales
responsibilities