introduction to sales management. sales management heavyweight boxer george forman’s advice to his...
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Sales Management
Heavyweight boxer George Forman’s advice to his childrenL.A. Times, pg. C2, Tuesday, March 25, 1997
• “I don’t care how many degrees you have on the wall, if you don’t know how to sell, you’re probably going to starve.”
.
• Sales• Promotion
• Mass • Selling
• Personal• Selling
• Target Market
• Price• Price• Promotion• Promotion• Place• Place• Product• Product
• Personal selling
techniques
• Compensation and
motivation approach
• Selection and
training procedure
• Number and kind of salespersons needed
Learning Objectives • Overview of a sales manager’s job• Various types of sales managers and skills
required• Transition from MR / salesperson to sales
manager
Objectives of Sales Management
• Sales Volume : Maximization of sales-income • Maximization of profits• Continuing Growth : Increase of market share • Customer satisfaction
What is sales management• Sales management is the attainment of
Sales Force Goals in an effective and efficient manner through planning , staffing , training , leading and controlling organizational resources.
Sales management process• Sales management functions
RESOURCES
Planning
Controlling Staffing
PERFORMANCE
Leading Training
The five functions of sales managers
• Planning • Entire organization / Specific work units / Individual • Long periods / short periods• General – To improve SOM with network • Specific – To reduce stock level of product A at
stockiest
The five functions of sales managers
• Staffing • People are most important – • People planning-How many and type of sales
personnel • Employment Planning
The five functions of sales managers
• Training Training - How to do present Job Development – Skills needs for future jobs• Leading Leading entire departments /divisions
The five functions of sales managers
ControllingMonitoring sales persons activities Example : Weekly/monthly monitoring Making corrective actions
Sales Performance • Attainment of goals in an efficient and
effective manner • Effectiveness – Degree to which the objectives
are achieved.• Efficiency - Amount of resources used to
achieve goal.
Sales leader levels in the organizational hierarchy
CEOPresident
V. P. in marketingNational sales manager
Zone sales managerRegional sales manager
District sales manager Operational
Non Managerial • MR / Key account
Strategic
Tactical
Types of sales managers% of time spent by different levels
TOP Managers Middle
Managers First Line
Managers
Planning 35 28 15
Staffing 10 10 20
Training 5 10 25Leading 30 30 25Controlling 20 22 15
Sales Personnel Career Path
• President• Vice President of Marketing• National Sales Manager• Zonal Sales Manager• Regional Sales Manager• District Sales Manager• Key Accounts Sales Person• MR /Sales representative • Sales
Trainee
Sales Management Skills • Conceptual and Decision skills - Cognitive
ability- Titan • People skills• Technical skills
Relationship of Sales management skills to sales leader level
Conceptual and decision skills People skills Technical
skills
Top sales leader
Middle sales leader
First line sales Leaders
Non managerial sales person
The nature of sales jobs• Variety of Sales Responsibilities • Sales Development• Sales Support• Sales Sustenance / continuation
Select activities of sales people
• Generate Sales• Pre call planning• Prospecting• Sales presentations• Closing• Collect payments• Participation in trade shows
Select activities of sales people
• Service to Customers• Technical Consulting • Merchandising assistance• Training retailers sales persons
Select activities of sales people
• Territory Management • Analyze the information on customers and
competitors• Disseminate the information to the company • Develop plans , forecasts & budgets
Select activities of sales people
• Professional Development • Participate in Sales Meetings • Participate in Sales Training Programs
How sales jobs differs from other jobs
Responsible for Implementing marketing strategies Represent company to customer & societyRepresent customers to the companies Require high degree of motivation
How sales jobs differs from other jobs
Required to develop innovative solutions. Accept “ No”
Tact and social intelligence Required to Travel extensivelyLarge role sets Role conflict ,ambiguity, and role stress