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Meaning of sales Management

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Title: PowerPoint Presentation Last modified by: arz Created Date: 1/1/1601 12:00:00 AM Document presentation format: On-screen Show Other titles – PowerPoint PPT presentation

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Title: Meaning of sales Management


1
Lesson
  • Meaning of sales Management

2
Sales Management
  • Sales Management as defined by-
  • Sales Management is planning, direction, and
    control of
  • personal selling including recruiting, selecting,
    equipping,
  • assigning, routing, supervising, paying and
    motivating the sales force.

3
  • Objectives of Sales Mgmt.- achieve-
  • Sales volume/targets
  • Contribution to profits
  • Continuing growth
  • Top management
  • delegates
  • Marketing Mgmt.
  • Further delegates to
  • -
  • Sales Management

4
Sales Management Contd..
  • Sales Executives as Coordinator-
  • Production Department sales deptt.
  • Advertising Department-sales deptt.
  • HRD-sales deptt.
  • Coordinating with Advertising
  • Marketing

Sales Department
Advertising Sales
5
summary
  • Sales management is a core function of any sales
    organisation , be it into product selling or
    selling of services. It is this function which
    brings in revenue and profits to the sales
    organization , rest all other are cost to the
    company.

6
  • Thanks

7
Lesson
  • Selling process
  • Theories of selling

8
Sales Management Contd..
  • What is Personal Selling?
  • Involves oral conversations, either by
    telephone or face to
  • face, between sales persons and customers.
  • Contribution to Personal Selling-
  • Sales generate revenue
  • Sales people provide market research and customer
    feedback
  • Sales people provide solutions to problems
  • Sales people provide expertise and serve as
    information resources
  • Sales people serve as advocates for the customer
    when dealing with the selling organization.
  • The four sales channels-
  • Field selling
  • Tele marketing
  • Inside selling relying on phone, mail,
    e-commerce.

9
Sales Distribution Management Contd..
  • Personal Selling Processes
  • Learning objectives-
  • To understand about the steps in personal selling
    process
  • To know the mistakes that can be done in sales.
  • Steps in Personal Selling Process
  • Consists of creating new customers, and
    maintaining existing customers. Sales people
    follow a series of steps in identifying prospects
    and turning them into customers.

10
Sales Distribution Management
  • Theories of Personal Selling-
  • Is selling an Art or a Science.
  • AIDAS Theory of Selling-
  • where,
  • A Attention
  • I Interest
  • D Desire
  • A Action
  • S Satisfaction

11
Sales Distribution Management Contd..
  • C) Right set of circumstances Theory of
    selling.
  • Situation response, theory.
  • D) Buying Formula Theory of selling.
  • need (or problem) Solution Purchase
  • need product end/or trade purchase
    satisfaction/dissatisfaction
  • or service
  • problem
  • Need or problem Product and/or
    trade Purchase satisfaction
  • Service name

Adequacy Adequacy
Pleasant Pleasant Feeling
Feelings
12
Sales Distribution Management Contd..
  • Behavioural Equation Theory-
  • B P x D x KxV
  • where,
  • B Response or the internal response tendency,
    that is
  • the act of purchasing a brand or
    patronizing a supplier.
  • P Predisposition or the inward response
    tendency, that is, force of
  • habit.
  • D Present drive level (amounts of motivation)
  • K Incentive potentialthat is, the value of
    the product or its
  • potential satisfaction to the buyer.
  • V Intensity of all cues triggering, product
    or informational.

13
Summary
  • Selling process involves methodologies step by
    step in getting closer to your client and
    achieving the sales objectives by successfully
    selling the products and services to clients.

14
  • Thanks

15
lesson
  • Direct selling vs Indirect selling

16
Direct selling
  • It means when product or service is being sold
    directly , face to face or one to-one to an
    individual consumer. Many times middlemen are
    eliminated and sales persons directly deal with
    end consumers .

17
Direct selling methods
  • Database marketing
  • Telemarketing
  • Cold calling
  • Referral marketing
  • Sales promotion
  • Networking
  • presentations

18
Indirect selling
  • Selling where sales organzations use channels of
    distribution to sell their products or services .
    They do not sell directly to end consumers rather
    use middlemen to sell their products and
    services. Middlemen are known as customers.

19
Indirect selling
  • Most of the consumer durable firms and FMCG
    companies use indirect selling as their medium to
    sales. CRM is a major tool in success of indirect
    selling along with good advertising , brand
    management, and decent profit margins.

20
summary
  • Direct selling and indirect selling are the two
    methods to sell the products and services in open
    market and reach millions of consumers. It
    depends upon the nature of products and services
    that which method they adopt to sell.

21
  • thanks

22
lesson
  • Main tasks in sales management

23
Sales Distribution Management Contd..
  • Tasks involved in Sales Management
  • Determining and achieving firms personal selling
    objectives
  • Formulating sales policies
  • Structuring the sales force
  • Designing sales territories
  • Developing sales forecasts and sales budgets
  • Fixing sales quotas/targets for individual sales
    territories/salesmen
  • Creating the sales force
  • - selection
  • - recruitment
  • - induction/orientation

24
Sales Distribution Management Contd..
  • Managing the sales force
  • Compensation
  • Motivation
  • Morale building
  • Sales coaching/supervision
  • Evaluation/Appraisal
  • Training Development
  • Managing the marketing channels
  • Ensuring growth and developing new accounts
  • Sales communication report writing
  • Sales coordination and sales control,including
    sales expense control
  • Building sales organization
  • Assisting market management in aspects like
    product mix, pricing, distribution, advertising
    and sales promotion
  • Creating and maintaining the right image for the
    company and its products in the market.

25
Sales Distribution Management Contd..
  • Areas where personal selling objectives have to
    be set-
  • Sales volume and sales growth
  • Share of each product in the total volume
  • Market share
  • Profits
  • Selling expenses
  • Key accounts
  • New accounts
  • Addition of new dealers and expansion of channel
  • Proportion of cash credit sales
  • Collection of sales proceeds/amounts due
  • Pre sale and after sales service
  • Training of dealers customers
  • Assistance in sales promotional measures
  • Supplying market intelligence

26
Sales Distribution Management Contd..
  • Areas where sales policies have to be set-
  • Product - Appraising the product line on a
    regular basis and
  • effecting necessary rationalization and
    improvements.
  • Which products should find a place in the product
    line
  • Whether some of the existing products are to be
    dropped
  • Whether any new products are to be added
  • Whether product design or product quality needs
    to be changed
  • What models, size, colours and packing are to be
    sold
  • How product service is to be provided
  • What kind of product guarantees are to be given

27
Sales Distribution Management Contd..
  • Distribution
  • Channel design and channel types
  • Channel remuneration, motivation and training
  • Channel- principal relations.
  • channel costs
  • Pricing
  • Whether prices should match competition or
    whether those should be above or below
    competition
  • Pricing method to be followed for each class of
    customer or order
  • Discounts and rebates to be given
  • Teams of delivery/dispatch and terms of payment.

28
Sales Distribution Management Contd..
  • Topics to be discussed-
  • Structuring the sales force
  • Deciding sales force size
  • Designing sales territories
  • a) What is a sales territory?
  • b) Why sales territories?

Territory size
Territory shape
29
Sales Distribution Management Contd..
  • 4. Reviewing territory design
  • 5. Assigning right territories to right salesman
  • 6. Maintaining database on territories

30
summary
  • This lesson will help you in understanding the
    activities of sales management as an activity ,
    It is an independent activity and thus a separate
    department in any sales organisation which is
    mainly responsible fo selling of its products and
    services.

31
  • thanks
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