SD Module1

7/23/2019 SD Module1

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Coverage:

Evolution

Concepts

Sales management practice trends

Sales management Process

Introduction to SalesIntroduction to Sales

managementmanagement


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Predominately to deliver a product :milk ,bread, gas

Predominately an internal order taker: counter sales clerk

Predominately an internal order taker but works in feld:pizza boy

Not epected!permitted to take an order but is called onlyto build goodwill or to educate: medical representative

Emp"asis is placed on tec"nical knowledge: engineering

e#uipment $"ic" demand creative sale o% tangible products: vacuum

cleaner

$"ic" re#uire creative sales o% intangibles: insurance,

advertising, education

Salesperson&s PositionSalesperson&s Position''()*+ar+-pr ./0.,p1..2, 34"e ysti#ue o% super salesmans"ip, curry()*+ar+-pr ./0.,p1..2, 34"e ysti#ue o% super salesmans"ip, curry

*1N5*1N5


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Pre Industrial Era

)ronze age 'wooden bo, 60 inc"es, compartments"aving ae, sword blades, buttons5

*oman meaning o% sales person is c"eater, ercury7od o% cunning and barter+ patron deity o%merc"ants and traders

Industrial *evolution+.809 'supply eceeds demand5

at"er o% modern sales management+ ;o"n (enry

Patterson 'National Cas" *egistry5 '4"omas ;1 $atsontrained by Patterson later %ounded I)5

odern Selling 4ec"ni#ues %ocus on retaining t"ecustomers, improve productivity and e


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Persuasion

Negotiation

Consultative

)usiness anagement

Partners"ip Strategies

Evolution o% Personal SellingEvolution o% Personal Selling

StrategiesStrategies


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=b>ectives o% Sales management

Sales ?olume

Contribution to proft

Continuing 7rowt" Primary goal o% arketing department is to position and

di@erentiate a product so as to pull customers to t"e frm

Sales Aepartment "as always attempted to sell and pus"t"e products t"roug" t"e c"annels

-merican arketing -ssociationB Sales managementmeant t"e planning, direction, and control o% personalselling, including recruiting, selecting, e#uipping,assigning, routing, supervising, paying and motivating ast"ese tasks apply to personal sales %orceB

Sales anagementSales anagement

ConceptsConcepts


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4raditional %ace to %ace "as become one key selling options

In modern concept t"e personal selling includes 4elemarketing

ey -ccount management

4eam selling

Independent representatives

Part+ time sales %orce

Network marketing

Net marketing

4ec"nology )ase: E*P'S-P5 and Sales automationpackages

Sales management 4rendsSales management 4rends


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ormulation o% a strategic Sales anagement program:s"ould consider t"e environmental issues a@ecting t"ebusiness1 It s"ould organize and plan t"e company&s overallpersonal selling e@orts and integrate t"ese wit" t"e ot"er

elements o% t"e frm&s marketing strategy Implementation o% a strategic Sales anagement program:

Involves selecting appropriate sales personnel, trainingt"em, leading t"em and motivating t"em, designing andimplementing o% policies and procedures t"at will direct t"ee@orts o% t"e salespeople towards ac"ieving corporateob>ectives

Evaluation and control o% Sales orcePer%ormance:Aeveloping met"ods and practices %ormonitoring and evaluating t"e individual and group sales%orce per%ormance1 4"is "elps in taking corrective stepseit"er in %ormulation or implementation

Sales anagement ProcessSales anagement Process


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-ccount anagement Policy

Sales orce =rganization

Sales planning, orecasting and Duota Setting

Sales %orce deployment, territory design androute planning

Sales anagementSales anagement

unctionsunctions

Documents

SD Module1