SALES MANAGEMENT

Introduction

What is Sales Management Originally referred to only as management and direction of sales force, this has now a broad meaning covering a mix of many of the marketing activities, such as; Personal selling Advertising and Sales Promotion

Physical distribution
Marketing research Pricing

Merchandising
Sales force management and the most important Customer retention

SALES MANAGEMENT

Introduction

OBJECTIVES The three major objectives of sales management are; Sales volume Contribution to profits Continuing growth Increase in sales volume Higher profits Overall growth

SALES MANAGEMENT

Introduction

Process of Sales Management The process of sales management involves three set of decisions and processes. The process is basically Process of attaining sales force goals in effective

and efficient way by Planning, Staffing & Training, Leading and Controlling to work within the resources available.
The process covers three inter-related steps; 1. Formulation of Strategic Sales Management Programme 2. Implementation of a Strategic Sales Management Programme 3. Evaluation and Control of Sales Force Performance

SALES MANAGEMENT

Introduction

Emerging Trends in Sales Management The changes occuring in the environment, both at Macro as well as Micro level, changes in the area of personal selling are also happening. These effect the area of sales management accordingly. The following could be the emerging trends in Sales Management; 1. Customer Orientation the product and process of selling are all designed to give high value to customers for the products and services for higher satisfaction and retention of customers 2. Relationship selling buyers change suppliers more often if the product and/or services are unsatisfactory. This therefore requires all round commitments from the suppliers, since this commitment can hold the customer for a long lasting relationship
Contd

SALES MANAGEMENT

Introduction

3. New selling methods the traditional methods of salesman going to the customer is fast changing in many industries. With the new developments in IT and Communication sectors, telemarketing, web based eselling, key accounts management etc are the nontraditional methods being adopted. In many industrial sector companies, cross functional sales teams comprising of people from marketing, finance, operations, production/R&D work for the customer, so as to understand an overall view of the customers problems 3. Technology newer technology has made it possible to automate the sales force. Technology has made the organisations aware about the customers need patterns so that the suppliers can serve them better Marutis vendors and dealers are linked through the system to the production and other departments which help them in better planning and inventory controld

SALES MANAGEMENT

Introduction

4. Diversity the organisations are looking for diversity in experiences, background, culture and other frames of references for their sales team. They should provide a good training and counselling programmes to their sales team 5. Global & Ethical issues influence the sales practices. Today since people travel to different countries, the agreements like GATT (General Agreement on Trade and Tariff ), being member of WTO (World Trade Organisation) - various guidelines regarding the legislations and ethical practices in different countries should be explained to people so that they can face different situations and challenges in different countries Maintaining a certain level of ethical norms is a part of responsible organisations

SALES MANAGEMENT

Introduction

Linking Sales Management to Distribution Management While the organisations realised the importance of selling and found various techniques of selling, they also realised with the time the importance of distribution. Selling to an individual or an organisation was easy to do but the overall organisations goals can only be met when the product reach large number of markets and masses (at least to the desired customers) The need to therefore develop a network of individuals / organisations who could work with the goals of the sellers organisations was very necessary Having just good sales team without a proper setup of the network of re-sellers does not serve the purpose and will help in achieving the goals