Management
16-Apr-12
Introduction to Sales Management
• “Sales management is the attainment of sales force goals in an effective and efficient manner through planning, training, leading, and controlling organizational resources” • Sales management is planning, direction and control of personal selling. This essentially includes recruiting, selecting, equipping, assigning, supervising, compensating and motivating the sales force • Objectives of Sales Management Generate sales and earn revenue Providing Profitability Improving Market Share Improving Corporate Image Selling concept proposes that customer will not buy enough of an organization's products unless they are persuaded to do so through selling effort. Where as Marketing concept proposes that to achieve success, the focus should be on organization's ability to create, communicate and deliver a better value proposition through its marketing offer.
1
Introduction to Sales Management
Major Differences between Selling and Marketing
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Introduction to Sales Management
Sales management involves the execution of the following tasks: Setting personal selling objectives Formulating sales policies. Structuring the sales force. Deciding the size of the sales force. Designing / Demarcating / developing sales territories. Developing the sales forecasts and sales budgets. Fixing sales targets for individual sales territories /salesman. Creating the sales force – selection, recruitment, induction/ orientation.
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Introduction to Sales Management
Managing the sales force - compensation, motivation, sales coaching/supervision evaluation/appraisal, training/development Building the sales organization. Managing the marketing channels. Ensuring growth and developing new accounts. Sales communication and reporting. Sales coordination and sales controlling including sales expense control. Creating and maintaining right image for the company and its products in the market. Co-ordination with marketing management in the
Introduction to Sales Management
• “Sales management is the attainment of sales force goals in an effective and efficient manner through planning, training, leading, and controlling organizational resources” • Sales management is planning, direction and control of personal selling. This essentially includes recruiting, selecting, equipping, assigning, supervising, compensating and motivating the sales force • Objectives of Sales Management Generate sales and earn revenue Providing Profitability Improving Market Share Improving Corporate Image Selling concept proposes that customer will not buy enough of an organization's products unless they are persuaded to do so through selling effort. Where as Marketing concept proposes that to achieve success, the focus should be on organization's ability to create, communicate and deliver a better value proposition through its marketing offer.
1
Introduction to Sales Management
Major Differences between Selling and Marketing
2
Introduction to Sales Management
Sales management involves the execution of the following tasks: Setting personal selling objectives Formulating sales policies. Structuring the sales force. Deciding the size of the sales force. Designing / Demarcating / developing sales territories. Developing the sales forecasts and sales budgets. Fixing sales targets for individual sales territories /salesman. Creating the sales force – selection, recruitment, induction/ orientation.
3
Introduction to Sales Management
Managing the sales force - compensation, motivation, sales coaching/supervision evaluation/appraisal, training/development Building the sales organization. Managing the marketing channels. Ensuring growth and developing new accounts. Sales communication and reporting. Sales coordination and sales controlling including sales expense control. Creating and maintaining right image for the company and its products in the market. Co-ordination with marketing management in the