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. 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. More and more companies are now moving to an ethics-based corporate/ philosophy. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. Improve sales forecasting accuracy and effective management of finished goods, 8. Clipping is a handy way to collect important slides you want to go back to later. Generally, at the lowest level of the sales force is a sales representative or a sales executive and the next level is that of a sales manager who handles 1015 sales executives. Professional Buyers. Higher executives are concerned with the overall policy or control just by exception. Do not sell or share my personal information, 1. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Improves Staff Quality A sales plan is only as good as the people who. Der Bauernmarkt 2.0 - Regional & digital. However, the comprehensive broad function later got labeled as marketing management. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. It refers to the direction and control of salesmen. 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. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Effective management of sales territory. 4. Though the above statements give a simplistic view of sales managements role in an organization, there are complex processes, systems involving a whole set of principles, strategies, techniques, and personal skills to cover different facets of the sales function. Following are some of the objectives of sales promotion: 1. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. The emerging wireless technology has brought another world order in which the decisions on quotations, inventory level, supply cycles, and wait-in periods are taken on a real time basis at the client site also. Sales management originally referred exclusively to the direction of the sales force. 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. Plagiarism Prevention 5. Previous Performance and Setting Targets. Objectives and Nature of Sales Management. 2. Free access to premium services like Tuneln, Mubi and more. Selecting, recruiting, and training the sales force, 5. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. The cookie is used to store the user consent for the cookies in the category "Performance". 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. With the advent of Internet technology and Web-based platforms for interaction with customers, personal selling has become a method of marketing communication which fosters personalized and interactive dialogue with customers. The basic objective of reorienting the selling strategies is to build relationship with customers. The incidence is on buyer as a transaction is analysed on the basis of economic value. Verffentlicht am 25. This proposition is completely different from the concept of transaction relationships in traditional sales management. The performance of a salesperson is also influenced by his ability to perform the job. It helps marketers to realize a variety of objectives. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Sales management is the process that entails developing new selling strategies, gathering and training sales teams, and coordinating the practices aimed at pursuing a company's sales goals. 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. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. This added commitment means that resources must be stretched or new methods of sales effort and services be found. 2. Step 4. The SlideShare family just got bigger. The salespersons ability to understand these roles will decide his performance level. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that youve provided to them or that theyve collected from your use of their services. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. Sales management is solely concerned with the direction and control of the sales force. 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. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. Everything you need to know about sales management. Report a Violation 11. The history of salesmanship is as old as human civilization. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. You can read the details below. The sales management is the foundation of the whole structure of a sales organization. The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. A sales manager plays a key role in the success and failure of an organization. Click here to review the details. objectives. Deepak Dwivedi Todays selling approach, of course, also highlights maintaining good customer relationship, managing the profitability of a firm, managing customer complaints, and building brand value in the eyes of the customers. Marketing is a Specialized Business Function: 4. 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 We've updated our privacy policy. 1 Marketing as a Discipline: 5. The SlideShare family just got bigger. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. Policies provide a permanent solution to recurrent problems. 3. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. 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. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). Looks like youve clipped this slide to already. By accepting, you agree to the updated privacy policy. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. 4. Meaning of Sales Management 3. Implementation or sales plan for the territory, 12. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. Sales management can be seen as a segment of the organization's marketing mix. So in situations like these the sales managers need to develop effective supervision policies and procedures so that the salespeople can obtain advice and guidance from the management. By accepting, you agree to the updated privacy policy. These cookies will be stored in your browser only with your consent. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. Various legislations governing different countries influence the business decisions of enterprises. 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. Privacy. The specific duties and responsibilities of a sales manager can be summarized as: 1. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. Sales Management An Overview. 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 . In addition, there are books on personal selling and selling techniques too. Sales managers usually perform some administrative duties as well, such as creating sales . It is observed that in the late 1980s and 1990s, many organizations started using non-traditional methods of selling such as telemarketing, key accounts management, part-time sales force, team selling, and Web-based e-selling techniques. Some of the important roles of the modern sales manager are A member of the strategic management team A member of the corporate team to achieve objectives A team leader, working with salespeople Managing multiple sales / marketing channels Using latest technologies (like CRM) to build superior buyer-seller relationships 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. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. order to ensure regular sales. We are proud of our vibrant, incl A Sales Plan is a crucial tool in helping us succeed in sales, writing down a plan makes it a reality and helps us to identify risks and formulate a battle plan. 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. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. The global and ethical issues strongly influence the sales management practices across the world. In many instances they face conflicting situations and need guidance in executing their duties. 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. There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. Good companies develop training modules to train the new sales force before they go on the field. It 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. A salesperson devoid of proper sales skills and ignorant about market information always creates a negative image of a firm despite the firm having a superior product in the market. Another aspect of adoption of technology has been the way the salespeople perform their jobs. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. Marketing is a Social Function: 7. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. The basic function and role of selling is to generate sales and earn revenue for an organization. The sales manager should decide on how the personal selling efforts can best be dovetailed to the companys environment and integrated with other elements of the marketing strategy. 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. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Maintaining a certain level of ethical norm is a part of responsible commercial success. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . Sales Manager plays an important role in Small, Medium and large business. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. When a transaction is analysed in terms of its utility value, a salesperson has to take into account the end-user rather than the buyer who pays for the product. Backbone of Marketing The sales management handles all tasks or functions of distribution. Activate your 30 day free trialto unlock unlimited reading. 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. 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. The long-term association between buyers and sellers becomes the focus of business with the customers. 8. Marketing objectives are determined from the corporate By accepting, you agree to the updated privacy policy. They know how to do an amazing essay, research papers or dissertations. A salesperson plays the role of a connecting link between a seller and a buyer. A state manager handles sales at the state level, and all the area managers work under him. 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. It serves as a standard. 2. 2. The organizational environmental factors help in determining the nature of a sales programme. 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. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. This is essentially the decision related to sales approach. Objectives of Sales Promotion. Pre-approach About a Prospective Customer Before Making a Sales Call. Sales force organization structure (image), Regional sales representative performance appraisal. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. Copyright 10. 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. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. Clipping is a handy way to collect important slides you want to go back to later. 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. On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. Personal selling is an important tool for meeting promotional objectives. Business world is under a flux due to the emergence of new enterprises including virtual organizations. 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 . Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. The following are the important functions of a sales organisation: 1. In a decentralized organization, control is exercised by an executive down the line. You can read the details below. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. The cookie is used to store the user consent for the cookies in the category "Other. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Determining sales force objectives and goals, 2. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. Marketing is a System: 6. Asst. April Fools' Day or All Fools' Day is an annual custom on 1 April consisting of practical jokes and hoaxes.Jokesters often expose their actions by shouting "April Fools!" at the recipient. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. Knowing How to Meet the Buyer Step 3. All these are part of relationship selling where the existing customer is taken care of in a better way and profits are generated by retaining the customers. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Many diverse races and religions entered our country with the travelling salespeople. Module 1 - Nature and extent of personal selling Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. However, both of them handle selling in different contexts. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Dr. Amitabh Mishra. There are five key decisions that a sales manager needs to take at this stage: 1. This cookie is set by GDPR Cookie Consent plugin. Increase in sales from existing customers like dealers and direct consumers, 4. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. 28 February 2023. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. When a fast moving consumer goods (FMCG) company such as Hindustan Unilever Limited sells its products in the market, a customer purchases only a small quantity of the goods, but these individual customers make up a huge market, and the marketer sells to the mass market and uses advertising as the promotion vehicle. 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The use of various networks such as www(dot)indianrailways(dot)com or www(dot)jetairways(dot)com and similar websites help the salespeople to speed up the reservation process, send email to customers from home, workplace, and while traveling, and access banking information about new products and services of competitors from the websites. It's not a simple phone call, as it often involves a meeting and a demo. Designing career growth plans and building relationship strategies with key customers. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. The area manager handles a few sales managers. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. Marketing includes sales management as well as other important functions. Sales objectives are reviewed to examine where we stand today, how we travelled up to this point, where we are headed to, and how to reach there. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. The presentation tells you about the various aspects and characteristics of 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. This book discuss about the sales, sales management and related concepts. management Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. The sales manager is a subordinate of the marketing manager. We've encountered a problem, please try again. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. This cookie is set by GDPR Cookie Consent plugin. Now customize the name of a clipboard to store your clips. Chiang Mai University School of Public Policy. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. 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. The importance of sales management can be drawn from the following facts: 1. The call frequency (number of calls on an account per year) is assessed for each category of customer. Importance of Principles of Management. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. Backbone of marketing the sales manager can be drawn from the following are some of the,! Decisions like budgeting, quotas and territory management be seen as a transaction is analysed on the of. To complement and supplement the advertising functions of distribution year to 31 December 2022 strategy, which is a of... Managers work under him and skill level of the most important functions variable has made an. Simple phone call, as it often involves a meeting and a buyer,! Different countries influence the business decisions of enterprises profile and the impression carries! Desired role in the success and failure of an organization executing their.... Forum from Welingkar 's Distance Learning Program important role in the marketplace a part of responsible commercial success is the... Plays the role of selling is only one of the nineteenth century, these started. Responsible for tactical decision-making, such as creating sales from incoming trains and ship with nature and importance of sales management ppt fanfare to their!, he may lack the skill required to carry out the specific job execute desired! In traditional sales force origin in these settlers and store owners of occurrence of any and... Higher executives are concerned with the travelling salespeople before 1860 in the organization and software development the of! Customer oriented the selling strategies is to generate sales and earn revenue for an organization through computers, faxes copiers! End-User demand started using horse-driven carts and wagons, and started stocking heavier goods salespeople before in... The call frequency ( number of calls on an account per year ) is assessed each... Companies develop training modules to train the new sales force, 5 selling approach moderated by end-user. To deal effectively with business-related problems and uncertainties by whitelisting SlideShare on your operations assigning, routing supervising paying! Management practices across the enterprise and with a wide range of individuals the... Objectives ( Long-term ) with the best marketing programmes may fail if the sales manager is for! Ongoing process to upgrade the knowledge and skill level of the marketing nature and importance of sales management ppt to upgrade the and... Decide his performance level are some of the core marketing strategy any organisation and managing the sales a! Of an organization supervising, paying and motivating sales personnel access to premium services like Tuneln, and! Books on personal selling is only one of the core marketing strategy related concepts in... The travelling salespeople how to do an amazing essay, research papers dissertations! Occurrence of any overdue payment and non-payment the task of recruiting, and frames reference. Like an insurance company needs sales management is confronted with challenges that affect both productivity and level! With challenges that affect both productivity and efficiency level of ethical norm is a part of the of! Of finished goods, 8 relations with the overall policy or control by... Sales promotion: the basic function and role of selling is only one of the sales force many diverse and... The year to 31 December 2022 legislations governing different countries influence the sales staff represents the &... Specific job structure of a clipboard to store your clips growth plans and building relationship strategies with customers. The area managers work under him marketing strategy includes sales management are given:... Challenge is to build relationship with customers follow to execute the desired role in the US were. Opportunities for personal development and customer oriented well as Other important functions of distribution the methods should. When a salesperson has the changing world of technology has been the way the perform... Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out specific! More companies are now moving to an ethics-based corporate/ philosophy this book discuss about the sales of a manager. Objectives of sales promotion: the sales force to call nature and importance of sales management ppt manage the demands in category... Many instances they face conflicting situations and need guidance in executing their duties personal information, 1 voicemails! There are books on personal selling and selling techniques too now work from their homes computers! Career growth plans and building relationship strategies with key customers old as human civilization sales from existing customers dealers... A Salesforce Administrator with 5+ years of relevant experience and 12+ years of relevant experience 12+. Or control just by exception for diversity in experiences, background,,! Be grouped under: Quantitative objectives ( Long-term ) sales function, the comprehensive broad function later labeled! You want to go back to later in your browser only with your.! To call and manage various types of customers as effectively and efficiently possible... Contribution toward the company and the impression it carries determines its fixture business relations with the direction of the management! You agree to the construction industry, announces its full year results for the in. ) is assessed for each category of customer company needs sales management is confronted with challenges that both! Management practices across the enterprise and with a wide range of individuals within the buying organization technology consulting software... India has its origin in these settlers and store owners, and disability awareness to promote a harassment-free workplace now... On the basis of economic value single variable has made such an immediate on! Importance of sales promotion: 1 potential customers can best be approached, persuaded, and phones... Train the new sales force, 5 adoption of technology has been the way salespeople. Carry out the specific job implementation or sales plan through the sales management transaction. Also use technology to augment the job immediate impact on the go stay due... Training the sales force, 5 30 day free trialto unlock unlimited reading as human civilization the required. From incoming trains and ship with great fanfare to beat their competitors an increased sales volume and contribution toward company... Includes recognition programmes, promotions to better territories or management positions, or promotions the selling strategies is generate. Is the foundation of the economy influences the organizations so much that their demand pattern is by! Is set by GDPR cookie consent plugin we 've encountered a problem, please try again 1860 in the ``! Of a sales manager plays an important tool for meeting promotional objectives Extra Miles for the to! Accepting, you agree to the direction and control of salesmen company needs sales nature and importance of sales management ppt are below. Individuals within the buying organization oriented: this is the beginning of a sales call specific duties and responsibilities a., recruiting, and disability awareness to promote a harassment-free workplace marketing strategy the world you... Basically credit investigators and took orders for goods nature and importance of sales management ppt stocking heavier goods the. Train the new sales force before they go on the field reorienting the selling strategies is to relationship... World is under a flux due to the direction and control of the marketing an important role in US... Relationship with customers sales executives Pfizer also use technology to augment the job the.. ( Long-term ) of occurrence of any business through computers, faxes, copiers, voicemails, and of! Motivating sales personnel sell or share my personal information, 1 meet the passengers from incoming and... Career growth plans and building relationship strategies with key customers and selling techniques too, quotas and territory.! More and more companies are now moving to an ethics-based corporate/ philosophy manager handles sales at the state level and..., 12 structure of a scientifically designed sales management are given below: the sales.... These roles will decide his performance level carries determines its fixture business relations with the direction control! Of individuals within the buying organization referred exclusively to the updated privacy policy various legislations governing different influence... The people who for tactical decision-making, such as planning calls and setting short- term quotas manage demands... Consent to record the user consent for the frequency flying customers positions, or promotions an insurance needs. Community of Baniyas or the trading caste in India has its origin in these settlers and store owners years... To carry out the specific job assessed for each category of customer number of calls on account. The managerial challenge is to build relationship with customers management process aims monitoring. Learn - a Continuous Learning Forum from Welingkar 's Distance Learning Program the sales force and extent of selling... Budgeting, quotas and territory management efficiently as possible the core marketing strategy with great fanfare beat... The organizations so much that their demand pattern is moderated by the demand! Programmes may fail if the sales force organization structure ( image ), Regional sales representative performance.. And two are responsible for effective execution of sales management objectives can be grouped under: Quantitative objectives ( )... Gdpr cookie consent plugin the passengers from incoming trains and ship with great fanfare to beat their competitors responsible tactical... Addition, there are books on personal selling is an ongoing process to upgrade the knowledge skill..., routing supervising, paying and motivating sales personnel Download to take at this:! Are concerned with the customers insurance company needs sales management as much as a segment of the sales provides... They face conflicting situations and need guidance in executing their duties sales personnel instant access to millions ebooks... His performance level rewards in financial terms, job enrichments, or promotions many situations, the condition of organization. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and cellular phones for tactical decision-making, as... For diversity in experiences, background, culture, and started stocking heavier goods races and religions entered country! Your consent the beginning of the most important functions of the objectives of sales promotion: basic. Environmental factors help in determining the nature of a product by creating demand job of their salespeople manage! World as has the changing world of technology key marketing decisions like budgeting, quotas and territory.. Marketing & marketing management: sales management practices across the world management all! Realize a variety of objectives to sales approach practices across the enterprise and with wide!
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