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Sales management is the management of the sales force and personal selling efforts to achieve desired sales objectives. Sales management is the planning , directing, and control of personal selling, including recruiting, selecting, assigning, supervising, paying, and motivating as these tasks apply to the sales force. - American Marketing Association
The determination of sales force objective and goals Sales force organization, size, territory, and quota finalization Sales forecasting and budgeting Sales force selection, recruitment, and training Motivating and leading the sales force Designing compensation plan and control systems Designing career growth plans and building relationship strategies with key customers
Deciding upon type and quality of sales personnel required Determination of the size of the sales force Organization and design of the sales department Territory design Recruitment & training procedures Task allocation Compensation of sales force Performance appraisal Feedback mechanism Managing channel relationship Coordination with other Marketing department
PERSONAL SELLING
Personal
presentation by the firms sales force for the purpose of making sales and building customer relationship. It is a process of informing customers and persuading them to purchase the products through their personal communication, presentation & demonstration.
Benefits/importance
Helps establishing a cordial relationship between organization & its customer It is a creative art which creates new wants. It imparts knowledge & technical assistance to customers It is the most promising element of the whole communication mix of company because it aims at somehow selling the product by convincing the customers It helps converting suspects into prospects and further prospects into final customers.
It helps introducing new products Creates new wants by convincing people or persuading them To enable a customer to decide what he wants to buy and what he doesnt. Maintains constant relationship with customers. Helps improving the sales of middlemenretailers and wholesalers. Attains maximum sales and assists advertising and sales promotion efforts of the company.
Creates wide range of employment opportunities Salesmen perform several non selling tasks also such as : > after sales service >meeting complaints > conducting mktg research > collecting payments > delivering goods & timely information
2. Pre approach
The
salesperson learns as much as possible about a prospective customer before making a sales call FAB analysis: Feature, Advantages And Benefits analysis
3. Approach
6. Closing
The salesperson asks the customer for an order
Look for
7. Follow up
The salesperson follows up after the sale to ensure customer satisfaction and repeat business
Consultative selling
The process of helping customers reach their strategic goals by using the products, services and expertise of the selling organisation.