SALES MANAGEMENT PROCESS

1.SETTING OBJECTIVES

2.FORMULATING STRATEGIES

3.ORGANISING BY
GEOGRAPHYC TERRITORY

4.DEVELOPING A WINNING TEAM

 Developing a Personal Selling Plan

2.
3.
Assigning
Establishing
Responsibility
a Budget 4.
1. Determining
Setting Types of Sales
Objectives Positions

5.
7. Selecting
6. a Sales
Applying the
Outlining Sales Technique
Plan
Feedback Tasks
DUTIES OF THE SALES MANAGER
1. SETTING OF SALES OBJECTIVES
2. PLANNING
3. ORGANISING
4. MOTIVATION
5. EVALUATION OF THE WORK
6. DEVELOPMENT OF PEOPLE
7. PRACTICAL KNOW-HOW
8. GENERAL KNOWLEDGE
9. GUIDE
10. DECISION MAKING
11. SALES PROGRAMME
12. INTERNAL AND EXTERNAL RELATIONS
13. SALESFORCE MANAGEMENT
14. CONTROL
15. MARKETING RESEARCH
16. SALES BUDGET
17. DISTRIBUTION CHANNEL
 QUALITIES REAQUIRED IN A SALES MANAGER

1. ABILITY TO EXERCISE SKILLED LEADERSHIP

2. ABILITY TO UTILISE TIME EFFECTIVELY
3. ABILITY TO SELECT AND TRAIN SALESFORCE
4. ABILITY OF GOOD ADMINISTRATOR AND PLANNER
5. ABILITY TO ARRIVE SOUND DECISIONS
6. ABILITY OF OBJECTIVE APPROACH TO A PROBLEM
7. ABILITY TO UNDERSTAND CUSTOMER PSYCHOLOGY
AND DEMAND
8. ABILITY TO BE HUMBLE AND MEEK
9. ART PF WORKING WITH PEOPLE
10. SHOULD HAVE PRACTICAL EXPERIENCE OF SELLING
Part (I):

1. Promotion Mix.
2. Personal & non-
personal elements.
3. What is personal
selling?
4. Why personal selling?
5. Promotion Strategies.
Part (I):

1. Promotion Mix.
Advertising
2. Personal & non-
personal elements.
Personal
3. What is personal Selling Promotion
Sales
selling? Mix Promotion
4. Why personal selling?
5. Promotion Strategies.
Publicity
Part (I):

1. Promotion Mix.
Advertising
2. Personal & non-
personal elements.
Personal
3. What is personal Selling Promotion
Sales
selling? Mix Promotion
4. Why personal selling?
5. Promotion Strategies.
Publicity
Part (I):

1. Promotion Mix.
Advertising
2. Personal & non-
personal elements.
Personal
3. What is personal Selling Promotion
Sales
selling? Mix Promotion
4. Why personal selling?
5. Promotion Strategies.
Publicity
PUSH STRATEGY

promotion efforts

Distribution
Producer Customer
Channels

demand

Promotion Strategies.
PULL STRATEGY

promotion efforts

Distribution
Producer Customer
Channels

demand demand

Promotion Strategies.
 CONCEPTUAL MODEL OF “SALESPERSON-
BUYER” DYADIC RELATIONSHIPS
START
SALESPERSON-CUSTOMER RELATIONSHIP

SALESPERSON CUSTOMER

PERSONAL
ROLE REQUIREMENT
CHARACTERISTICS PERSONAL ROLE REQUIREMENT
& CHARACTERISTICS CHARACTERISTICS & CHARACTERISTICS
PERSONAL
AFFILIATION
NEEDS AND NEEDS AND
EXPECTATIONS ADJUSMENT EXPECTATIONS
CHOICE OF STRATEGY CHOICE OF STRATEGY
NEGOTIATION

ADAPT EXCHANGE ADAPT

STOP
 A SALES PERSONNEL
President
CAREER PATH
Vice President of Marketing

National Sales Mgr.

Zone Sales Manager

Regional Sales Manager

District Sales Manager

Key Account Salesperson

Salesperson

Sales Trainee
 TYPES OF SELLING INSIDE ORDER
TAKER
ORDER
TAKERS DELIVERY
SALESPEOPLE

OUTSIDE ORDER
TAKER

ORDER MISSIONARY
CREATORS SALESPEOPLE

NEW BUSINESS
SELLING SALESPEOPLE
FUNCTION
FRONT LINE ORGANISATIONAL
SALESPEOPLE
SALESPERSON
CONSUMER
SALESPEOPLE
ORDER
GETTERS
TECHNICAL SUPPORT
SALES SUPPORT SALESPEOPLE
SALESPERSON
MERCHANDISERS
 CONTRASTING

Order Takers and Order Getters

Generate customer leads and
Process routine orders and reorders
persuade consumers

Provide clerical functions Are creative

Handle high-priced/complex items

Handle pre-sold items and maintain sales.
and increase sales
Arrange displays, restock items, answer Are less involved with routine tasks
simple questions, & complete
transactions
Require a lot of training and compensation
Require little training and compensation
Are highly expert and enthusiastic
Have limited expertise and enthusiasm
 RECENT TRENDS IN
PERSONAL SELLING

 Relationship selling:
regular contacts over
an extended period to
Relationship Selling establish a sustained
seller-buyer
relationship
 The success of
tomorrow’s marketers
depends on the
relationships that they
build today
 RECENT TRENDS IN
PERSONAL SELLING
Consultative selling:
meeting customer
needs by listing to
them, understanding --
Consultative Selling and caring about --
their problems, paying
attention to details,
and following through
after the sale
RECENT TRENDS IN
PERSONAL SELLING
 Team selling:
combination of
salespeople with
specialists from other
functional areas to
promote a product

 Useful in sales
situations that call for
Team Selling detailed knowledge of
new, complex, and
ever-changing
technologies
 RECENT TRENDS IN
PERSONAL SELLING
 Sales force automation
(SFA): applications of
computer and other
technologies to make
the sales function more
efficient and
competitive
 Benefits include
improved effectiveness
due to improved access
to information, lower
costs, improved
product launches, and
Sales Force Automation
attentive customer
service
 SALES MANAGEMENT MODEL

What is the value

proposition and the role of Sales Strategy
the sales force in its What critical selling
Strategy/
delivery? skills are required for
Mission the sales role in the
value proposition?

Efficiency
Is the sales force (and
channels) organized for
optimal coverage of selected
markets?
Does the sales force have
adequate coaching &
supervision?
Sales
Individual Effectiveness
Force
Deploy- Sales Selling
Is support adequate to
ment Support Skills maximize the selling
effort?
Does the incentive
Coaching Infor- Motivation compensation plan
& Super- Recruiting mation & Compen- meet management’s
vision & Training Resources sation objectives and pay the
sales force fairly?

Does the recruiting and Are information systems

training match selling skill Capability being fully utilized to
requirements? Building support the selling effort?
The Basic Sales Management
Functions
QUESTIONS