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THIS ONE REALLY HELPS FIRST LINE SALES MANGERS WHAT ARE BASIC JARGON USED IN SALES? WHAT ARE THE BASICS FOR SALES PEOPLE MUST UNDERSTAND TO MOVE AHEAD?
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SALES MANAGEMENT
Emraan At
Multan
SALES POMOTION : promotion done for any transaction results in earnings.
PERSONAL SELLING : promotion that brings the human element into marketing transactions.
SALES PEOPLE : a person whose prime responsibility is to develop accounts, work alone, as
he is real player, being non-part of management makes calls to propects to generate sales of a product
or service.
SALES MANAGER : Manager whose responsibility is to develop people, get job
done through people, coach people, must be able to sell company’s plans to company’s
representatives.His other job description includes recruiting,
Select, train, motivate, run branch office, look after key accounts, correspond with
other departments for work
sales people generate income for the company by conveying persuasive messages
ROLE OF A SALES FORCE IN MARKETING MIX
NATURE OF PERSONAL SELLING
SALES PEOPLE ARE MORE THAN PERSUADORS, NEGOTIATORS, PROBLEM SOLVERS, FLEXIBLE, AND CREATIVE PEOPLE.
MODERN MARKETING CONCEPT
MODERN SALES APPROACHES
PERSONAL SELLING IN
MARKETING
MIX
PERSONAL SELLING
IN MARKETING
MIX
PERSONAL SELLING IN MARKETING MIX
ROLE OF PS IN PRODUCT STRATEGY
¤ product development¤ Participate in test marketing
¤ help in product sourcing
PERSONAL SELLING IN MARKETING MIX
ROLE OF PS IN PRICING STRATEGYsales people & managers can assist in pricing in number of ways .some are :
PERSONAL SELLING IN MARKETING MIX
• CHANNEL OF DISTRIBUTION IS THE ROUTE THAT A TITLE TO A PRODUCT TAKES FROM PRODUCERS TO ULTIMATE USERS.
DIRECT DISTRIBUTION INDIRECT DISTRIBUTION
ROLE OF PS IN DISTRIBUTION STRATEGY
direct distribution is form of ownership transfer in which the ultimate buyer
acquires title directly from the manufacturer of the
product.
indirect distribution is a form of ownership in which intermediaries are involved
which buy and resell the title.
PERSONAL SELLING IN MARKETING MIX
ROLE OF PS IN PROMOTION STRATEGY
the presentation of informative & persuasive messages into a firm’s target market as an attempt to stimulate sales is
PROMOTIONSales people generate positive attitude and high level of
interest on the part of message recipient. So PS is vital way of doing it, As it is said
” Nothing Happens Until Somebody Sells Something”
WHAT IS SALES MANAGEMENTIT IS A MANAGEMENT OF PERSONAL SELLING FUNCTIOMS.
SO TASKS FOR SALES MANAGER ARE AS: ANALYZINGSales records, Sales people reports, Market trends, etc.
PLANNINGSetting objectives
ORGANIZINGSetting up structures and procedures.
DIRECTINGStaffing & supervising of day to day implementation of sales policies and programs.
CONTROLLINGPerformance comparison from actual and planned sales results & correction of any deviations
if any occurs
SALES MANAGEMENT CYCLE
VOLUME OF SALES BY TYPE OF SELLERS
EFFECTIVE SALES MANAGER TRAITS ARETRAITS
1 CHANGE AGENTS
2 EXTERNALISTS
3 INFLUENCERS
4 DEVELOPERS
5 REVENUE ENHANCERS
6 PROACTIVE
7 INNOVATORS
8 HUSTLERS
9 SCRAMBLERS
10 NETWORK BUILDERS
11 TEAM PLAYERS
12 BOUNDARY CROSSERS
13 RESOURCE SHARERS
COMMON TITLES FOR THE FIELD SALES MANAGERINDUSTRIES TITLES NEED TO DESCRIBE FSM
PETROLEUM MARKETING TERRITORY SALES REPRESENTATIVES
ACCOUNT REPRESENTATIVE
RETAIL REPRESENTATIVE
TERRITORY MANAGER
AREA MANAGER
PHARMACEUTICALS DISTRICT SALES MANAGERS
SALES REPRESENTATIVE
FIELD MANAGERS
ZONAL MANAGERS
PUBLISHING DIVISIONAL MANAGERS
REGIONAL MANAGERS
SALES SUPERVISORS
TRANSPORTATION SERVICES ACCOUNT SUPERVISORS
AREA SALES MANGERS
SALES MANGERS
CORPORATIONS MARKETING MANAGER
GENERAL MANAGER
UNIT MANAGER
OFFICE EQUIPMENT SALES MANAGER
THE SALES MANAGER’S BOUNDARY-SPANNING ROLE
LEVELS OF TRANSITION
THERE ARE 4 LEVEL OF TRANSITION IN A SALES MANAGEMENT :
1.INDIVIDUAL CONTIBUTOR TO FUNCTIONAL MANAGER
2.FUNTIONAL MANAGER TO REGIONAL MANAGER
3.REGINONAL MANAGER TO NATIONAL MANAGER
4.NATIONAL MANAGER TO GENERAL SALES MANAGER
CRUCIAL TRAITS FOR
FIRST – LEVEL SALES MANAGERS
1 Motivation -enthusiasm toward all major tasks with no strong aversion to any required tasks
2 Human relation skills
3 Higher than average energy
4 Ambition - strong personal desire to achieve and advance
5 Human interaction - appropriate level of enjoyment from dealing with people
6 Persuasiveness - interest in “persuasive involvement” rather than tendency to “bully”
7 Behavior flexibility
8 Perception of threshold social cues - sensitivity
9 Intellectual ability
10 Personal impact - i. e., charisma