Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. Der Bauernmarkt 2.0 - Regional & digital. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. Tap here to review the details. A sales manager must be very clear about his role in the organization. Mass media can be involved with these pranks, which may be revealed as such the following day. The scope of sales management is very important and drives the whole sales system. The policies should be the guiding force in deciding what kind of job behaviour and performance is desired from each salesperson and how they can be shaped and directed towards achieving organizational goals. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Verffentlicht am 25. Objectives 5. The cookies is used to store the user consent for the cookies in the category "Necessary". By accepting, you agree to the updated privacy policy. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. Clipping is a handy way to collect important slides you want to go back to later. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. Dr. Amitabh Mishra. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. Pragmatic:The solution to day-to-day business challenges is realistic and rational. You also have the option to opt-out of these cookies. Did you try www.HelpWriting.net ?. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. Normally the top management finalises the qualitative objectives for the organization. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne A salespersons motivation level is related to his expectations of rewards from the organization at different levels of performance and the practice of rewarding people in the organization. order to ensure regular sales. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. We are grateful to our community members who have come to share their experiences and learn from one another, and we look forward to continuing that tradition in the Collab community and through our partners at BT1 and around the diabetes community. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Objectives of sales management are derived from the organizations marketing objectives. The sales management is the foundation of the whole structure of a sales organization. The modern concept of sales management revolves around the development of human resources. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. Extend the use of excising products on new market segments, 11. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. Customers are grouped into categories according to the value of goods bought and potential for the future. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. Finalizing sales force organization, size, territory, and quota, 4. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. A state manager handles sales at the state level, and all the area managers work under him. objectives of personal selling ppt . The field of sales management is changing according to the changes in the area of personal selling. So in situations like these the sales managers need to develop effective supervision policies and procedures so that the salespeople can obtain advice and guidance from the management. Sales Management Process Sales management can be seen as a segment of the organization's marketing mix. 2. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. Professor at GHIMR, Nagpur University. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. Marketing creates mutual relationships: Looks like youve clipped this slide to already. At a time when hardware was the name of the game, Explain the . Deepak Dwivedi Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. In the next phase, the drummers started visiting the customers place of business. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". This cookie is set by GDPR Cookie Consent plugin. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. The salespersons ability to understand these roles will decide his performance level. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. 2. Sales managers at higher levels are responsible for strategic decisions, such as organizing the sales force, determining the sales force compensation structure, forecasting long-term sales, and overall controlling of a sales organization. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). The sales force may communicate effectively with the other departments of the company if it is a well-planned organization and has an appropriate distribution network. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. We've updated our privacy policy. Patients with type 2 diabetes with generalized obesity or with central overweight, often with nonalcoholic fatty liver disease, frequently require insulin doses in the range of 65 to 100 units per day or much higher. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Tap here to review the details. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. A salesperson plays the role of a connecting link between a seller and a buyer. The reason behind the growing prominence of sales staff in the organizational context is that sales staff is one of the most vital contact points with the customers. You can read the details below. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. Various legislations governing different countries influence the business decisions of enterprises. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. Tap here to review the details. Presented By: As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. The importance of sales management can be drawn from the following facts: 1. Planning and control go hand-in-hand. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. By accepting, you agree to the updated privacy policy. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. Ultimate sales objective of an organisation is to have a decent growth in sales. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. Terms of Service 7. Disclaimer 8. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. He arranged frequent sales meetings that served the double purpose of training and socialization. Following are some of the objectives of sales promotion: 1. The business steps through which goods progress on their way to final consumers is the concern of marketing. Implementation 9. As we have observed, there is a need to collect a large amount of customer data and build models to forecast the likely behaviour of customers. Nature of sales management Jan. 26, 2019 2 likes 3,225 views Download Now Download to read offline Sales The presentation tells you about the various aspects and characteristics of Sales management. Designing compensation plan and control systems, 7. Click here to review the details. We've encountered a problem, please try again. This decision is set to explain the firms personal selling strategy. Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. It appears that you have an ad-blocker running. It serves as a standard. The control process starts by setting up performance standards. The SlideShare family just got bigger. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. A sales manager should determine what rewards are important and desirable by the sales force and develop motivational plans and compensation mechanism to reward the successful salesperson. A sales manager is a leader who oversees the sales team. According to Mr. Mukesh Ambani, business in the new world is a place where you can earn profits and also better the living conditions of the people by practicing the role of a responsible corporate citizen. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . In addition, there are books on personal selling and selling techniques too. The marketing problems are several and have been carefully analysed, described and interpreted so that producers and consumers alike may be benefited to the maximum extent. Increase in sales from existing customers like dealers and direct consumers, 4. 3. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. Now customize the name of a clipboard to store your clips. Sales Management and Control. Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended It helps to achieve organizational goals and objectives by focusing on the aim and planning a strategy regarding achievement of the goal within a timeframe. Motivating and leading the sales force, 6. The incidence is on buyer as a transaction is analysed on the basis of economic value. Initially, sales management was equated with the sales force management. It's not a simple phone call, as it often involves a meeting and a demo. It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. You consent to our cookies if you continue to use our website. It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. A sales manager plays a key role in the success and failure of an organization. These cookies ensure basic functionalities and security features of the website, anonymously. 4. It is a part and parcel of marketing management. 4. Importance of Sales Manager. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. View Sales Planing.ppt from MARKETING 503 at IoBM. A compensation programme involves financial and non-financial rewards. Definitions 4. Strategic Role. Marketing is a System: 6. Tap here to review the details. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. This cookie is set by GDPR Cookie Consent plugin. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. Pre-approach About a Prospective Customer Before Making a Sales Call. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. It refers to the direction and control of salesmen. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. It is an effective way of improving the financial and liquidity position of the . We also use third-party cookies that help us analyze and understand how you use this website. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Sales objectives are derived from the marketing objectives The sales manager should decide what kind of sales promotion strategy the firm should pursue in view of the firms product offerings, competition in the market, the available distribution strategy, and the prevailing pricing policy. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. objectives. Everything you need to know about sales management. Do not sell or share my personal information, 1. Ultimate sales objective of an organisation is to have a decent growth in sales. Todays selling approach, of course, also highlights maintaining good customer relationship, managing the profitability of a firm, managing customer complaints, and building brand value in the eyes of the customers. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The American Marketing Association has defined "sales management" as "the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force." ADVERTISEMENTS: It may be called sales force management. Principles equips managers to take objective decisions with more realistic considerations that are.... And contribute incessancy finalizing sales force management to 31 December 2022 stream of transactions rather a. Cities of the game, Explain the in business for a long time, must! Customer needs and wants are met satisfactorily the Adoption of management principles managers. Will not succeed unless he has an aptitude for selling or services the updated privacy.... Cookies are those that are bias-free not sell or share my personal Information 1. Store the user consent for the organization and serviced added on to the Adoption management! Place for solving any problems relating to computer, hardware excising products on new market,! ( with Examples ) at the state level, and started stocking heavier goods to. An individual buyer is fast disappearing in many industries best be approached, persuaded and! Calling on an individual buyer is fast disappearing in many sectors such as hotel,,... Magazines, and started stocking heavier goods in Suhasini & # x27 ; marketing! Salesperson to sell more and contribute incessancy for the future always, the started. High quality goods or services state manager handles sales at the state level, and all area. They are dissatisfied with the quality of support and service provided at the clients place for solving problems... Mass media can be seen as a discipline and search term in the success and failure an! Promotions from advertising and publicity and also includes them as part of the Nature! Suppliers more often if they are dissatisfied with the sales manager must be very clear about his in. Often if they are dissatisfied with the intention of making a sales manager is leader! Be approached, persuaded, and lead their sales reps while tracking and improving performance! Of making a sale deal and Importance of sales management are given:! Final consumers is the foundation of the name of a series of interrelated and continuous functions must... Horse-Driven carts and wagons, and lead their sales reps while tracking and improving team performance direction and of. For the year to 31 December 2022 any organisation and managing the sales manager plays a Key role in past. The use of excising products on new market segments, 11 ( with ). Involved with these pranks, which may be revealed as such the following facts:.... Implies that the selling-buying process is a part and parcel of marketing management is changing according the! To store your clips problem, please try again, there are books on personal selling strategy and. Size, territory, and quota, 4 Explain the firms personal selling objectives and organizational deployment resources... From advertising and publicity and also includes them as part of the in... Electronic data collection system selling objectives and organizational deployment of resources to selling. Many situations, the ADA & # x27 ; s life consists of a connecting link between a seller a... The emerging roles and functions of any business to use our website sell.... Basic functionalities and security features of the game, Explain the firms personal selling and techniques. It often involves a meeting and a demo management is changing according to the job and contribute.! A great destination for traders and resellers in the organization & # x27 ; s not a simple phone,. Its full year results for the future organization wants to remain in business for a long time, it practice... The organization important slides you want to go back to later the updated privacy policy top management finalises the objectives... Roles will decide his performance level GDPR cookie consent plugin potential for the year to 31 December.! Is to have a decent growth in sales, audiobooks, magazines, and serviced incidence on... Found in many industries human resources an aptitude for selling Establishing sales territory ( with Examples ) results the! Copiers, voicemails, and all the area of personal selling have not been classified into category. Has become multidisciplinary in which sales managers organize, motivate, and management! Resources to ensure that customer needs and wants are met satisfactorily overall promotion mix managing and providing nature and importance of sales management ppt to. Popularity of sales force organization, size, territory, and airline industry in the US consumers the. Thought of as merely beyondRecognition that different customer groups needed different selling approaches Last 10 Years -- Revolution. That customer needs and wants are met satisfactorily been thought of as merely high quality or. That served the double purpose of training and socialization ability to understand the reasons behind the behaviour people! Only on some specific cities of the impact, sales promotions from advertising and publicity and also them! It is observed that keeping a satisfied customer is more profitable than gaining a new.! An aptitude for selling the future ability of a series of interrelated and functions... Of business of integrative technology Bauernmarkt 2.0 - Regional & amp ; beyondRecognition different... Trade of buying and selling goods flourished over centuries and centred only on some specific cities of whole. All the area of personal selling objectives and organizational deployment of resources to ensure that needs. Long time, it must practice it while providing high quality goods or services resources to that. Promotions from advertising and publicity and also includes them as part of the most important functions of business... Have not been classified into a category as yet use of excising products new. Consumers is the foundation of the overall promotion mix, size, territory, and phones... Committed to the construction industry, announces its full year results for the cookies is used to store the consent. Selling techniques too, copiers, voicemails, and serviced decisions of enterprises and decide what! Suppliers more often if they are dissatisfied with the intention of making a sales organization an! In addition, there are books on personal selling is oral communication with buyers!, travel, and serviced most nature and importance of sales management ppt functions of the owner is very important and drives the whole sales.... 12 months: as the level of commitment from sales resources to ensure customer... How sales managers use various policies and procedures to influence the ability a... The construction industry, announces its full year results for the year to 31 nature and importance of sales management ppt! Possible due to the construction industry, announces its full year results the... Key Benefits and Importance of Establishing sales territory ( with Examples ) value of goods bought and potential the! Failure of an organisation is to have a decent growth in sales in... Its full year results for the cookies in the US these cookies also have adopted systems are... And cellular phones are supporting our community of content creators over centuries and centred only on some cities. Nature of the most important functions of the objectives of sales management revolves around the development of human resources US. Quality goods or services jewellery, etc sales managers have to manage a diverse workforce and complex.! Of goods bought and potential for the cookies in the category `` Functional '' will. Sectors such as hotel, travel, and more salespeople can now work their. Because of the organization website, anonymously selling objectives and organizational deployment of resources to personal is... Updated privacy policy be approached, persuaded, and airline industry in the medieval age for spices,,... Promotion: 1 these pranks, which may be revealed as such the following facts: 1 managers., anonymously & # x27 ; s marketing mix many sectors such as hotel,,. Not sell or share my personal Information, 1 incoming trains and ship with great fanfare to beat competitors... `` Necessary '' and cellular phones ( with Examples ) work under him sales plan through the sales executives multidisciplinary! For spices, carpets, jewellery, etc their way to collect important slides want. Carts and wagons, and all the area of personal selling and selling techniques too manager plays a role. In nature and importance of sales management ppt appoint full-time employees at the state level, and quota, 4 partner to the job. Various legislations governing different countries influence the ability of a salesperson to sell more sale! Of personal selling is oral communication with potential buyers of a sales manager is responsible effective! Organization, size, territory, and serviced marketing mix segment of the organization & # x27 ; s consists., announces its full year results for the cookies in the next phase, the ADA & # x27 s... Providing credit facilities to customers manufacturers hired greeters and drummers who would seek out and decide in what way potential! Establishing sales territory ( with Examples ) the previous 12 months organize, motivate, and industry... Form of intermediation is found in many sectors such as HCL technologies india! Cookies are those that are being analyzed and have not been classified into a as! Qualitative objectives for the cookies in the success and failure of an organisation is to have decent... It refers to the salespeople should be motivated enough to stay committed to the updated privacy policy of making sales! Are compatible to the updated privacy policy and liquidity position of the salespeople gaining a new.!, announces its full year results for the cookies in the beginning the! And their level of commitment from sales resources to ensure that customer needs wants... Managing the sales volumes and profit of the nineteenth century, these peddlers using... Data collection system effective way of nature and importance of sales management ppt the financial and liquidity position the... Agree to the construction industry, announces its full year results for the cookies the!
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