AN INTRODUCTION

“YOU TAKE AWAY MY MONEY

MY FACTORIES BUT LEAVE MY

SALES FORCE BEHIND AND I

WILL GET BACK TO WHERE I

WAS IN 2 YEARS”

-ANDREW

CARNEGIE

BARTER SYSTEM

ALL SUPPLIERS IN ONE AREA

TRADERS WENT TO THE CUSTOMER

NEED BASED SELLING- PRODUCTS WERE

MADE SPECIALLY KEEPING IN MIND THE

CUSTOMERS NEED. SALES PERSON

TARGETED THE CUSTOMER ACCORDING

TO THEIR NEED

CUSTOMER IS THE KING,

THE LATENT NEEDS ARE IDENTIFIED

THE SALES PERSON MAKES THE CUSTOMER

REALIZE WHAT THAEY ARE MISSING IN LIFE.

THAT IT THE CUSTOMER NEED AND NOT THE

SALESPERSON NEED THAT THEY ARE

SATISFYING BY SELING THE PRODUCT.

SERVICES IS THE KEY DIFFRENTIATOR,

GOOD QUALITY PRODUCT AT LOW COST,

FEEDBACKOF CUSTOMERS IMPORTANT ,

SALES IS THE EXCHANGE OF GOODS AND

SERVICES FOR AN AMOUNT OF MONEY OR

ITS EQUIVILENT IN KIND.

Sales is the most important and the most

difficult function in an organization.

Sales is like fuel to the engine.

Advertising and other promotional tools

may build a desire for the product in the

mind of a customer but it is ultimately the

interaction with the sales person that is

critical in closing the sale.

Without sales a business cannot exist.

Therefore managing the sales force is the

most critical activity.

“The process of planning, directing, and

controlling of personal selling, including

recruiting, selecting, equipping,

assigning, supervising, paying, and

motivating the personal sales force.

The only function / department in a company that generates revenue / income

The financial results of a firm depend on the performance of the sales department .

Many salespeople are among the best paid people in business

It is one of the fastest and surest routes to the top management

The face of the organization.

Direct relationship with the customers

and help to build a long term relation

with them.( one of the most important

function of sales)

Helps the organization to enhance its

knowledge about the customer or

distributor.

Its helps the organization meet its

business goals.

However to carry out its functions effectively the sales team requires the support of all the departments.

SALES FORECASTING

HELP IN FORMULATING THE FUTURE

STRATEGIES & OBJECTIVES.

Coordinating the sales efforts with the

marketing program.

Coordination with distribution network

Obtaining dealer identification

preparing Special literature and

training for the distribution channel.

THEY MAKE SURE THAT THE PERSONAL

SELLING IS FAIR AND IMPARTIAL IN

DEALING WITH MIDDLEMEN.

CORDINATING THE IMPLEMENTATION

OF MARKETING STRATEGY.

CORDINATING THE EFFORTS OF ALL

DEPARTMENTS.

JOB

DESCRIPTION,RECRUITING,INTERVIEWI

NG, SELECTING SALES PERSONAL.

TRAINING SALES PERSONAL

COACHING

MOTIVATING- BOTH ACCOMPLISHERS

AND IMPROVERS

SETTING TARGETS- MODE OF EXPRESSION,

CHALLENGING AND REALISTIC

RECONGNIZING AND REWARDING

PERFORMANCE

PROVIDING LEADS AND SALE SUPPORT

COORDINATING WITH OTHER DEPARTMENTS

TO CLEAR ALL THE HURDLES FOR THE SALES

STAFF.

ORGANIZING AND CONTROLLING THE SALES

FORCE

CONDUCTING SALES MEETING-SERVES AS A

CONTROL , FEEDBACK, TEAMSPIRIT,

REVISING TARGETS, REVIEW

PERFORMANCES, REWARD AND MOTIVATE,

REPREMAND,DISSIMINATION OF IMPORTANT

INFORMATION.

REVIEW OF THE SALES FORCE

PERFORMANCES.