Professor at GHIMR, Nagpur University. We've encountered a problem, please try again. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Marketing is a Social Function: 7. 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. The area manager handles a few sales managers. Activate your 30 day free trialto continue reading. In the next phase, the drummers started visiting the customers place of business. Free access to premium services like Tuneln, Mubi and more. RALEIGH, N.C.--(BUSINESS WIRE)-- Advance Auto Parts, Inc. (NYSE: AAP), a leading automotive aftermarket parts provider in North America, that serves both professional installer an Similarly, a retailer also needs selling. And, Motivating and leading by example to help them close deals and hit . 1 We are proud of our vibrant, incl Selecting, recruiting, and training the sales force, 5. Marketing Starts and Ends with the Consumer: 8. We've updated our privacy policy. However, we have discussed the nature and scope of management separately to help you understand them easily. The cookie is used to store the user consent for the cookies in the category "Analytics". Objectives 5. The traditional sales management was more product-driven, whereas modern sales management is more oriented towards mapping customers needs and delivering products to satisfy customers needs. Content Guidelines 2. Sales management also organizes the selling effort. Evolution of Sales Management 2. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). They know how to do an amazing essay, research papers or dissertations. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. The scope of sales management is very important and drives the whole sales system. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Sales management interfaces with the distribution channels and the external public. November 2022 von . Clipping is a handy way to collect important slides you want to go back to later. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Tap here to review the details. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. Marketing is an Economic Function Marketing embraces all the business activities involved in getting goods and services , from the hands of producers into the hands of final consumers. In organizational selling, the demand of the secondary industry is influenced by the income level and purchase intent of the end consumers, hence affecting the sales performance level of the sales staff in the primary industry. Designing career growth plans and building relationship strategies with key customers. Measuring and monitoring their performance. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. Role 6. This has reduced the role of the salesperson as an order taker. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. 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. Sales management majorly focuses on the company's continuous growth. 2. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! The basic function and role of selling is to generate sales and earn revenue for an organization. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. By accepting, you agree to the updated privacy policy. This allows sellers to up-sale the newer and high-value products and cross-sell the other categories to the same set of customers, thereby increasing the profitability out of each customer. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. 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. Variations are deeply examined. Extending field activities to new geographical areas. 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. The SlideShare family just got bigger. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. We've updated our privacy policy. GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. 8. Sales control can be centralized or decentralized in an organization. This cookie is set by GDPR Cookie Consent plugin. Deepak Dwivedi 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. Sales objectives may have to be revised in the light of the feedback received. It also collects dues from customers. The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. Effective use of sales promotion schemes, 9. By accepting, you agree to the updated privacy policy. Activate your 30 day free trialto continue reading. He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. A sales manager is a leader who oversees the sales team. Improve sales forecasting accuracy and effective management of finished goods, 8. We've updated our privacy policy. She has The nature and scope of management is a broad topic. Study Resources. ADVERTISEMENTS: 2. Business and economics portal. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. 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 . Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. Sales management today is the most important function in a commercial and business enterprise. Introduction to Sales 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. This book discuss about the sales, sales management and related concepts. The results are compared with the standards set. Looks like youve clipped this slide to already. Free access to premium services like Tuneln, Mubi and more. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. Content Filtration 6. Activate your 30 day free trialto continue reading. Produce prefers to hire salespersons with excellent salesmenship skills. There are ample cases of bribery and cheating in the world of sales in Indian market and organizations are being blamed and ridiculed for the misconduct in business. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. Sales Management and Control. Previous Performance and Setting Targets. Do not sell or share my personal information. Objectives and Nature of Sales Management. A sales programme must be carefully integrated with other marketing strategies. By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you'll be able to calculate the most . Structures, systems, and processes are designed around customers to give them high value products and services, deliver more satisfaction to the customers, and retain customers for a longer period. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. 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. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. Sales management interfaces with other marketing functions while policies of these functions are being formulated. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. This means deciding the kind of account management policies the firm should adopt. This is related to the design of sales organization suitable to the market. There are guiding principles and concepts in the field of sales and marketing that shape the destiny of sales managers and the domain of knowledge in sales management. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. Sales Management developed as a part of marketing management. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. An in-depth explanation of sales management. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. There is no need to customize the products in case of FMCG and mass marketing too restricts the scope of customizing the products according to each customers needs. It serves as a standard. Nature and concept of management Lalaine Cazar 44.8k views Principles of Management Chapter 1 Business in General Dr. John V. Padua 7.3k views Principles of Management Controlling Dr. John V. Padua 10.4k views PQT - Total Productive Maintenance Dr. John V. Padua 4.1k views Principles of Management Chapter 5 Staffing Dr. John V. Padua Dr. Amitabh Mishra. 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. 3. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Approach to Get the Relationship Off to a Good Start. Marketing is a Specialized Business Function: 4. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. 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. Click here to review the details. Activate your 30 day free trialto unlock unlimited reading. The cookie is used to store the user consent for the cookies in the category "Other. Maruti has a sales automation process whereby all the dealer networks are linked to its production process at the Gurgaon plant and the production of different types of cars are linked to the demand patterns in the marketplace. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. You can read the details below. His ability to handle situations like this will decide his success level. Nature of Marketing 1. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. management Ultimate sales objective of an organisation is to have a decent growth in sales. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. The salespersons ability to understand these roles will decide his performance level. Customers are grouped into categories according to the value of goods bought and potential for the future. Any ambiguity in the job description and expectations and demands of other people from the salesperson, within or outside the organization, may create role confusion. This cookie is set by GDPR Cookie Consent plugin. Also explains the structure and objectives of a sales organisation. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Activate your 30 day free trialto continue reading. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Implementation of an effective sales management programme involves designing of policies and procedures to recruit the right kind of people, training them and helping them acquire adequate skills to perform better, and motivating them to achieve higher than their normal commitment levels. 5. But opting out of some of these cookies may affect your browsing experience. A cross-functional sales team comprises people across all the functions, such as sales, marketing, finance, operations, and human resource, so that a holistic picture of customers problem can be snapped and solutions can be developed for them. In addition, there are books on personal selling and selling techniques too. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. On many occasions their job behaviour is influenced and sometimes constrained by the environmental factors such as the situation in the market, the level of competition, the market demand for the category, and the condition of the economy in providing consumption power to the end-users. Data from customer interactions are collected and mined to find out implications for customer decision-making, and relationship programmes are built around the new found customer intelligence. Organization Products Selling Profits Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. A sales manager plays a key role in the success and failure of an organization. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. Der Bauernmarkt 2.0 - Regional & digital. Sales management is solely concerned with the direction and control of the sales force. Lastly, corrective action is taken to set the matter right. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. Different organisations have different type of needs for selling. Marketing is Consumer-oriented: 3. 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 Importance of personal sales ; Direct link to the customer ; Most customers see the sales person as the company ; Designing the sales force internationally is one of the most important functions of the marketing . This is termed as role perception in the organization. Click here to review the details. We've updated our privacy policy. order to ensure regular sales. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. The control process starts by setting up performance standards. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. It appears that you have an ad-blocker running. On the other hand, when a salesperson sells a computer, he makes a number of calls to the buyers to understand their requirements, and then he selects the computer that will best suit their needs. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. This also allows for setting priorities, formulating policies, and making successful decisions. Marketing management and sales force management, Chapter 1 introduction to sales and distribution management, Marketing - Definition & Importance, Concepts & Marketing Management Tasks, Unit 1 of Sales & Distribution Management, Setting goals & managing the sales force's performance, Sales digital and direct marketing strategies presentation, Manajemen Pemasaran: Managing Profitable Customer Relationships, Marketing Communications Online & Offline, Sales and Sales Management: Meaning and Definition, Targeting, Differentiation and Positioning, Marketing Environment by Dr. Amitabh Mishra, What are the roles of social media marketing in health care.docx, Digital Marketing Agency by Slidesgo.pptx, 5 Rewards & Recognition Programs for Channel Partners, Advertising spends/advertising expenditure of BFSI industry in 2022, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. The incidence is on buyer as a transaction is analysed on the basis of economic value. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. (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. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Now customize the name of a clipboard to store your clips. In a traditional auction model, people quote high for a deal, whereas in priceline(dot)com, the customers go for the lowest prices and a deal is struck by matching the offer of sale of the customers. Sales management can be seen as a segment of the organization's marketing mix. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. Initially, sales management was equated with the sales force management. This website uses cookies to improve your experience while you navigate through the website. Policies provide a permanent solution to recurrent problems. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Sales Manager plays an important role in Small, Medium and large business. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. Necessary cookies are absolutely essential for the website to function properly. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. Uploader Agreement. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. This cookie is set by GDPR Cookie Consent plugin. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? As organizations grow in size, formal control is exercised. We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. You also have the option to opt-out of these cookies. Looks like youve clipped this slide to already. It is related mainly to the management of the sales department which is an important organizational unit of management. The global and ethical issues strongly influence the sales management practices across the world. Process 8. 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.
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