Sales Management

1
Sales Management

• MKTG 637-2 Sales Management
• Course syllabus is online at
• http//online.sfsu.edu/perttula/Sales/637Sp04.htm
  
• Sales Management 5th ed.
• By Ingram LaForge Avila Schwepker Williams

2
What you are to do in this course

• Learn about sales management and how it fits into
  the business operation
• Learn about forecasting sales
• Learn about making effective presentations and
  make one
• See course outline

3
Wall Street Journalrecommended

• Go to http//subscribe.wsj.com/semester
• Enter 941
• Choose San Franc St U
• Choose Perttula Leslie
• Select your term one semester is 34.95

4
The Changing Worldof Sales Management

• Module One

5
A Day in a Sales Managers LifeAn Experts
Viewpoint
Von Oliver is currently national sales manager
for a division of Lockheed Martin Corp. Vons
typical day starts at 730 A.M. going through
e-mail and prioritizing the days events. During
the morning he will review reports and spend
time with his sales reps. He will have lunch
with customers and spend the afternoon making
sales calls with his sales reps. He spends late
afternoon reconciling the days activities and
setting his agenda for the next day.
6
A Day in a Sales Managers LifeAn Experts
Viewpoint
Von Oliver is involved in a variety of different
activities. He spends much of his time
interacting with individuals especially
salespeople and customers. But he also plans
strategies and continuously monitors performance.
In other words he performs all the major sales
management functions.
7
Sales Management Model
8
Sales Management Trends
From
To
9
Sales Teamwork Approaches
10
Sales Teamwork Approaches
11
Teams

• Companies like IBM and HP-Compaq which sell
  customized combinations of computer hardware and
  software use teams of salespeople and technical
  experts who work closely with the customers
  buying team
• Very expensive way to sell

12
Leadership Trends
13
Effective Sales Managers

• Utilize a Strategic Perspective Focused on
  Customers
• Attract Keep and Develop Sales Talent
• Leverage Technology

1
2
3
14
In-class written assignment

• What have I learned so far in the sales
  management course after 3 class meetings