Sales Management 1Sales Management 1

Sales ManagementSales Management

OverviewOverview

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Sales ManagementSales Management

1)1) Define Strategic Role of SalesDefine Strategic Role of Sales

2)2) Design Sales OrganizationDesign Sales Organization

3)3) Develop Sales ForceDevelop Sales Force

4)4) Direct Sales ForceDirect Sales Force

5)5) Evaluate Sales Effectiveness & Evaluate Sales Effectiveness & PerformancePerformance

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Factors to ConsiderFactors to Consider

• External EnvironmentExternal Environment– Customers, Competitors, Regulators, Customers, Competitors, Regulators,

Technology, Natural Environment, Technology, Natural Environment, SocialSocial

• OrganizationOrganization– Mission, Resources (Financial, Mission, Resources (Financial,

Physical, Legal, Human, Physical, Legal, Human, Organizational, Informational, Organizational, Informational, Relational), StrategyRelational), Strategy

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Activities Involved in Planning a Sales Program

• Sales ForecastingSales Forecasting• Sales Force StructureSales Force Structure• Territory DesignTerritory Design• PoliciesPolicies• Hiring, Training, Rewarding, Hiring, Training, Rewarding,

SupervisingSupervising• Evaluation and ControlEvaluation and Control

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Americans ranked public service professions highest in honesty and ethics. (Note sales is below lawyers, politicians and journalists.)

1. Nurses2. Grade school teachers3. Druggists, pharmacists4. Military officers5. Medical doctors6. Policemen7. Clergy8. Judges9. Day care providers10. Bankers11. Auto mechanics

12. Local officeholders13. Nursing home operators14. State officeholders15. TV Reporters16. Newspaper reporters17. Business executives18. Congressmen19. Lawyers20. Advertising practitioners21. Car salesmen

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Sales Management TrendsSales Management Trends

• Transactions Transactions Relationships Relationships

• Individuals Individuals Teams Teams

• Sales Volume Sales Volume Productivity Productivity

• Management Management Leadership Leadership

• Local Local Global Global

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