The Roman meaning of the word salesperson is cheater, and Mercury, the god of cunning and barter, was regarded as the patron deity of merchants and traders. Higher executives are concerned with the overall policy or control just by exception. Conglomerates are often large and multinational . Presented By: 2. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. Sell More Efficiently with FunnelFLARE! India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Now customize the name of a clipboard to store your clips. Sales management came to be defined by AMA (American Marketing Association) 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.. Before uploading and sharing your knowledge on this site, please read the following pages: 1. The incidence is on buyer as a transaction is analysed on the basis of economic value. Jatin Vaid. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. Personal selling occurs when an individual sales person sells a product, service or solution to a client. By accepting, you agree to the updated privacy policy. Approach to Get the Relationship Off to a Good Start. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. We've encountered a problem, please try again. The sales force may communicate effectively with the other departments of the company if it is a well-planned organisation and has an appropriate distribution network. Analysis of markets thoroughly, including product and market research. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. 8. Human and financial resources, the level of capacity utilization, and the innovation cycles prevailing in the environments can help and decide a companys ability to pursue particular types of strategies such as staying in the same market or expanding the market. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. A mere commitment to the job may not bring a highly motivated sales force to the organization. ADVERTISEMENTS: 2. Chapter 17; 2 Introduction to Sales Personnel. And, Your email address will not be published. They sold coloured sugar water as medicine and cheated people for smaller gains. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. All rights reserved. His ability to handle situations like this will decide his success level. 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. Evolution of Sales Management 2. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. Sales management interfaces with the distribution channels and the external public. A salespersons job is defined by the roles and expectations of the sales manager, the marketing manager, his family members, and other employees in the organization. In many companies, the salespeople are trained regularly to increase their knowledge regarding the emerging global competition and the application of technology in the selling function. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Sales management can be seen as a segment of the organization's marketing mix. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. Effective management of sales territory. Looks like youve clipped this slide to already. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Fourth Quarter and Full Year 2022 Results All amounts expressed in US dollars Barrick Gold Corporation (NYSE:GOLD)(TSX:ABX) Barrick's strategy of investing in organic growth through exploration and mineral resource management more than replaced gold reserves for the second straight year and significantly increased copper resources year on year, providing further support for both the company's . He arranged frequent sales meetings that served the double purpose of training and socialization. The call frequency (number of calls on an account per year) is assessed for each category of customer. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force ADVERTISEMENTS: objectives of personal selling ppt . Sales management is solely concerned with the direction and control of the sales force. Their numbers increased as the pace and reach of industrial .revolution spread across continents. 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. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. Marketing is a Specialized Business Function: 4. Free access to premium services like Tuneln, Mubi and more. The modern concept of sales management revolves around the development of human resources. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. In India they are called pheriwallahs. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. Sales management refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. These reasons include the relevance of the sales force in an organization as the primary contact point, the scope for harnessing and improving the ability of selling through training and motivation, the potential rewards involved in the sales career, and the probability of reducing the sales misconceptions through advanced learning in sales management. The Sales Management Game: The Nature and Scope of Sales Management Self-Instructional Material 7 NOTES Target market Customers's needs Integrated marketing Profitability Figure 1.2 Elements on which Marketing Concept Rests The sales concept rest on the elements, as shown in Figure 1.3. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Various legislations governing different countries influence the business decisions of enterprises. Management Due process requires much more, particularly given the unprecedented nature of the proposal and the potentially adverse consequences it could provoke, (ii) the proposed policy would create significant costs and problems for state agencies, for the private sector, and for its citizens, (iii) the document format designated in the proposed policy . As different kinds of selling demands different kinds of role expectations, a person successful in a particular job may fail in another role in the same or a different organization. However, we have discussed the nature and scope of management separately to help you understand them easily. A sales manager plays a key role in the success and failure of an organization. Business world is under a flux due to the emergence of new enterprises including virtual organizations. But opting out of some of these cookies may affect your browsing experience. Pre-approach About a Prospective Customer Before Making a Sales Call. It may be called sales force management. The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Do not sell or share my personal information, 1. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. Improves Staff Quality A sales plan is only as good as the people who. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. Copyright 10. Marketing Channel Structure and Functions, Distribution channels marketing management ppt, Distribution Channel/Marketing Channels by Amitabh Mishra, Chapter 1 introduction to sales and distribution management, Sales management By Rajiv P. Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. We are proud of our vibrant, incl By accepting, you agree to the updated privacy policy. It is Dagmar of the marketing system- This is the first importance of sales management and it means that sales management helps the marketing and selling plans to convert or transform into profitable actions. More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term). Process 8. The SlideShare family just got bigger. A salesperson improves his skills and ability to sell by practice and through experience. 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. 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. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Maintaining a certain level of ethical norm is a part of responsible commercial success. The management has manifold responsibilities. We've updated our privacy policy. Lastly, corrective action is taken to set the matter right. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. In this process of building a relationship, a salesperson must determine a buyers needs and influence or persuade the buyer to purchase his product with the assurance that the product or service will satisfy the buyer more than the competitors products. Click here to review the details. Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, Reviva Labs Skin Care 2023 Corporate Presentation, MERAKI FLEXIBLE PVC LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, hubspot_agency_sales_training_session1_generate_leads.pptx, Semi Formal Dress By Shireen Lakadwala.pdf, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Patterson was the pathfinder who showed the strategy and skill required to transform a sales force into an effective workforce for generating sales and profits. Designing career growth plans and building relationship strategies with key customers. 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To millions of ebooks, audiobooks, magazines, podcasts and more management functions added... Water as medicine and cheated people for smaller gains millions of ebooks, audiobooks, magazines, podcasts more!
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