Sales Management 1 - PowerPoint PPT Presentation

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Sales Management 1

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Sales Management 1 Sales Management Overview * Sales Management Define Strategic Role of Sales Design Sales Organization Develop Sales Force Direct Sales Force ... – PowerPoint PPT presentation

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Tags: management | sales

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Title: Sales Management 1


1
Sales Management 1
  • Sales Management
  • Overview

2
Sales Management
  1. Define Strategic Role of Sales
  2. Design Sales Organization
  3. Develop Sales Force
  4. Direct Sales Force
  5. Evaluate Sales Effectiveness Performance

3
Factors to Consider
  • External Environment
  • Customers, Competitors, Regulators, Technology,
    Natural Environment, Social
  • Organization
  • Mission, Resources (Financial, Physical, Legal,
    Human, Organizational, Informational,
    Relational), Strategy

4
Activities Involved in Planning a Sales Program
  • Sales Forecasting
  • Sales Force Structure
  • Territory Design
  • Policies
  • Hiring, Training, Rewarding, Supervising
  • Evaluation and Control

5
Sales Management Trends
  • Transactions ? Relationships
  • Individuals ? Teams
  • Sales Volume ? Productivity
  • Management ? Leadership
  • Local ? Global

6
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