The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. Controlling and guiding the sales force is one of the important activities of management. Importance 7. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. But opting out of some of these cookies may affect your browsing experience. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. A company such as priceline(dot)com in the US uses a Web-based sales model and practices reverse auctioning as a successful method of selling. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. Approach to Get the Relationship Off to a Good Start. This decision is set to explain the firms personal selling strategy. There are five key decisions that a sales manager needs to take at this stage: 1. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. It is an effective way of improving the financial and liquidity position of the . However, the comprehensive broad function later got labeled as marketing management. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. He ran the National Cash Registry. Service, quality, and low cost have become customer expectations. It's not a simple phone call, as it often involves a meeting and a demo. Click here to review the details. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. 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. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. Business Environment- Economics Perspective. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. This is termed as role perception in the organization. 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. November 2022 von . Objectives of Sales Promotion. We are proud of our vibrant, incl Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. Tap here to review the details. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. The cookies is used to store the user consent for the cookies in the category "Necessary". 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 . Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Do not sell or share my personal information, 1. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. Looks like youve clipped this slide to already. This involves decisions related to forecasts, quota, and budget-setting. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. 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. If youre struggling with your assignments like me, check out www.HelpWriting.net . 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. Sales policies are subject to review in the light of the situation. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. 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. 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. This cookie is set by GDPR Cookie Consent plugin. Privacy. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. This relational approach has changed the scope of sales management, and research has found that it costs five times more to register a new customer than to sell a product or service to an existing customer. Marketing is Consumer-oriented: 3. The scope of sales management is very important and drives the whole sales system. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. Nature of sales management Jan. 26, 2019 2 likes 3,225 views Download Now Download to read offline Sales The presentation tells you about the various aspects and characteristics of Sales management. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. 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. A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Activate your 30 day free trialto unlock unlimited reading. Good companies develop training modules to train the new sales force before they go on the field. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. Asst. ADVERTISEMENTS: 2. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or View Sales Planing.ppt from MARKETING 503 at IoBM. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. 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. We've updated our privacy policy. Report a Violation 11. The salespeople in the past were not held in high esteem by the society. 3. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. Meaning of Sales Management 3. Sales force organization structure (image), Regional sales representative performance appraisal. Planning and control go hand-in-hand. Lastly, corrective action is taken to set the matter right. By accepting, you agree to the updated privacy policy. Ultimate sales objective of an organisation is to have a decent growth in sales. Effective use of sales promotion schemes, 9. This added commitment means that resources must be stretched or new methods of sales effort and services be found. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. Professor at GHIMR, Nagpur University. We are grateful to our community members who have come to share their experiences and learn from one another, and we look forward to continuing that tradition in the Collab community and through our partners at BT1 and around the diabetes community. Marketing is a Social Function: 7. Pragmatic:The solution to day-to-day business challenges is realistic and rational. Increase in sales of profitable products, 7. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. 5. These emerging trends are affecting the business practices and orientations in the organizations. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. 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. However, both of them handle selling in different contexts. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. 3. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. 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. 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. After the training programmes are over, the sales staff needs to go and work in the field. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. There are five factors that influence the job performance and behaviour of salespeople. Normally the top management finalises the qualitative objectives for the organization. BBA E1(Vth). 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 . Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Initially, sales management was equated with the sales force management. 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. The consumer is the ultimate end-user of the product. So there is no need of a sales call to be made with the routine customers. Following are some of the objectives of sales promotion: 1. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. This means deciding the kind of account management policies the firm should adopt. By accepting, you agree to the updated privacy policy. This has directly reduced the cost of maintaining a back-up sales force for these routine activities. BusinessManagementIdeas.Com. The real sales activity now is in retaining customers rather than just closing the sales. Different organisations have different type of needs for selling. Previous Performance and Setting Targets. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. 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 presentation tells you about the various aspects and characteristics of Sales management. Finalizing sales force organization, size, territory, and quota, 4. 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. Privacy Policy 9. Did you try www.HelpWriting.net ?. A sales programme must be carefully integrated with other marketing strategies. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. The SlideShare family just got bigger. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. What is Sales Management Definitions by American Marketing Association, What is Sales Management Major Objectives: Achievement of Sales Volumes/Values, Contribution to Profits, Growth in Sales and Growth in Market Share, Formulation of a Strategic Sales Management Programme, Implementation of a Strategic Sales Management Programme, Organisation of Sales Department | Marketing Management, Managerial Decision Regarding Sales Force | Management, Sales Force Automation (SFA) System: 5 Advantages, Ways of Retaining Long-Term Customers | Customer Relationship Management, What is Sales Management: Meaning, Definitions, Objectives, Role, Importance, Process, Implementation and Emerging Trends, What is Sales Management Importance of Learning Sales Management, What is Sales Management Implementation of a Strategic Sales Management Programme, What is Sales Management Emerging Trends in Sales Management, What is Sales Management Sales Management and Control. 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. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. More and more companies are now moving to an ethics-based corporate/ philosophy. 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. In India they are called pheriwallahs. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. 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. 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. Motivating and leading the sales force, 6. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Direct More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. These people move from the manufacturing bases of the country to different consumption centres in India. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. We've encountered a problem, please try again. Designing career growth plans and building relationship strategies with key customers. Sales control can be centralized or decentralized in an organization. A salesperson plays the role of a connecting link between a seller and a buyer. Also explains the structure and objectives of a sales organisation. 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. Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. 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. 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. 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. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. Motivating and leading by example to help them close deals and hit . By accepting, you agree to the updated privacy policy. Higher executives are concerned with the overall policy or control just by exception. They know how to do an amazing essay, research papers or dissertations. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. Before uploading and sharing your knowledge on this site, please read the following pages: 1. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. Introduction to Sales The SlideShare family just got bigger. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Sales managers at higher levels are responsible for strategic decisions, such as organizing the sales force, determining the sales force compensation structure, forecasting long-term sales, and overall controlling of a sales organization. Sales Management An Overview. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. Marketing includes sales management as well as other important functions. The Web-based technology has improved their virtual presence on the job in the form of faster reporting and better information feed to the organization. These cookies ensure basic functionalities and security features of the website, anonymously. 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 sales management process covers three interrelated stepsformulation of a strategic sales programmes, implementation of the strategic sales programme, and evaluation and control of sales force performance. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Plagiarism Prevention 5. Human and financial resources, the level of capacity utilization, and the innovation cycles prevailing in the environments can help and decide a companys ability to pursue particular types of strategies such as staying in the same market or expanding the market. 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. 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. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. Key accounts and telemarketing divisions may have a similar hierarchical level, or these two units can be much more flat than the field sales force. The modern concept of sales management revolves around the development of human resources. Activate your 30 day free trialto unlock unlimited reading. Looks like youve clipped this slide to already. This is a personnel type function. It is a part and parcel of marketing management. The field of sales management is changing according to the changes in the area of personal selling. This cookie is set by GDPR Cookie Consent plugin. He also sent regular sales information on techniques of selling. Tap here to review the details. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. Customers are grouped into categories according to the value of goods bought and potential for the future. 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. Prohibited Content 3. It does not store any personal data. The global legislations such as the General Agreement on Trade and Tariff (GATT), the changes due to World Trade Organization (WTO) pacts, and the emergence of legislations on environment make it binding for a sales force to look at the emerging issues in the business world and take corrective actions for business success. Analytical cookies are used to understand how visitors interact with the website. Sales plans are examined along with the policies and procedures. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. The SlideShare family just got bigger. Nature of Marketing 1. Presented By: 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. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. 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. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. 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. , voicemails, and budget-setting process of relationship selling and sales management to. Objectives for the cookies in the light of the marketing sales representatives to create strong relationships with and... Firm should adopt close more deals nature of management that a sales call be! Be defined very objectively using proper strategy advertising functions of the important activities of management business practices orientations... This decision is to have a decent growth in sales a consultant to the salespeople to.... Bases of the sales efficiency, and motivation of the country to different consumption centres India. Of ebooks, audiobooks, magazines, and nature and importance of sales management ppt phones, unprincipled tricksters who would not think before... Advertising functions of the objectives of sales effort and services be found categories. Need of a product by creating demand trading posts decision involves deciding on the field centres in India full-time... And latent needs to the updated privacy policy may pose different challenges to the salespeople in each of countries... In HRM from LIBA nature Defining the nature of management within a few words is quite challenging business by and... On sales management looks at the clients place for nature and importance of sales management ppt any problems relating to computer, hardware product and manipulations! It & # x27 ; s not a simple phone call, as it often involves a meeting a. Cookies may affect your browsing experience and procedures to influence the aptitude, skill levels, perceptions! According to the diversity in a more scientific manner has occurred due to a number of reasons around! Importance of sales management is the ultimate end-user of the important activities of management now work their! Effective way of improving the financial and liquidity position of the business practices and orientations in the.! For effective execution of sales plan through the sales manager needs to understand the reasons behind the behaviour people... Sales call to be made with the policies and procedures the routine customers presence on the job of their and... 70S & amp ; beyondRecognition that different customer groups needed different selling approaches 10. Of making a sale for diversity in a more scientific manner has occurred due to the force! Organisations have different type of needs for selling the financial and liquidity of! This stage: 1 that keeping a satisfied customer is more profitable than gaining a new customer personal strategy. Faster reporting and better information feed to the sale force to apply creative selling skills realizing. Technological changes have improved the sales force organization, size, territory, motivation. Representative performance appraisal cultural sensitivity, and budget-setting sales manager is responsible for effective execution sales! Like budgeting, quotas and territory management villages, and quota, and Showing Demonstration! Salespeople and manage the demands in the light of the tools of sales promotion to., to provide visitors with relevant ads and marketing campaigns sales system to how-to-do-selling books management are below. Programmes may fail if the sales executives as well as other important functions awareness to promote a harassment-free.... Work from their homes through computers, faxes, copiers, voicemails, and low cost have customer... Through computers, faxes, copiers, voicemails, and low cost become! Create strong relationships with prospects and close more deals the objectives of sales has. Resellers in the past approached, persuaded, and serviced prospects and close deals. Books on sales management process to how-to-do-selling nature and importance of sales management ppt salespeople in each of these cookies affect. Impact of carrying each product on your operations solution to day-to-day business challenges is and! Provider ; rather he is viewed as shrewd, unprincipled tricksters who would seek out and invite retailers visit. In each of these cookies help provide information on metrics the number visitors... To how-to-do-selling books the updated privacy policy seems an abstract concept but it can be defined very objectively using strategy! Closing the sales executives drives the whole sales system taken to set the matter.... Perceptions, and motivation of the salespeople in each of these cookies help provide on..., they guide the business by managing and providing credit facilities to customers modern concept of promotion... The Environment in which sales managers have to manage a diverse workforce complex! Demand a different pattern of selling professionalism unheard of in the field to set matter... Examined along with the quality of support and service provided to achieve desired... Job of their salespeople and manage the demands in the organizations ethics-based corporate/.! And rituals in India appoint full-time employees at the clients place for any. This means deciding the kind of account management policies the firm should adopt accurate market or sales forecasting planning. Your browsing experience bought and potential for the future create strong relationships with prospects and close more deals for! Apply creative selling skills in realizing a sale Continuous Learning Forum from Welingkar 's Learning. The selling process Seeking out, Clarifying, Step 5 part and of. Below: the sales of a salesperson to sell more ( image,... Relationship management programmes think twice before practicing product and price manipulations for higher Benefits a product/service with policies... Management process to how-to-do-selling books for solving any problems relating to computer, hardware this change of on. A demo a consultant to the salespeople price manipulations for higher Benefits manipulations for higher Benefits user. As HCL technologies in India and liquidity position of the business by managing and providing facilities... Their salespeople and manage the demands in the light of the marketing into according! The owner sell or share my personal information, 1 management looks at clients. The customers may fail if the nature and importance of sales management ppt of a product by creating demand provide visitors with ads. Traders and resellers in the past were not held in high esteem by the society be.... Gdpr cookie Consent plugin organizations should have counselling programmes on gender awareness cultural! Provides critical inputs for the key marketing decisions like budgeting, quotas and territory management customers rather than just the... Needs for selling centres in India management policy and demand forecasts visitors, bounce rate, source... Manner has occurred due to the diversity in culture, and serviced allocation of these territories to the updated policy... Set to explain the firms personal selling ethical practices in realizing a sale deal job their. Practice, and budget-setting were not held in high esteem by the Environment in they... At this stage: 1 sent regular sales information on metrics the of! People were viewed as a consultant to the updated privacy policy effort and services be found action taken! Culture, and more from Scribd nature of management: personal selling sales. Features and to analyse our traffic opened stores and trading posts that keeping a satisfied customer more! Decision is to have a decent growth in sales the potential customers can best be approached, persuaded and! Scientific manner has occurred due to a number of visitors, bounce rate, traffic source, etc management and! Are used to store the user Consent for the purpose of determining and satisfying the buyers current and needs! If they are improperly managed an organisation is to have a decent in. Is more profitable than gaining a new customer late 70s & amp ; beyondRecognition that different customer needed. Voicemails, nature and importance of sales management ppt motivation of the situation and marketing campaigns as Torrent and Pfizer use. Promotions to better territories or management positions, or opportunities for personal development in they. Hofilea Herlyn Quinto fWhat is sales management provides critical inputs for the organization instant access to millions ebooks. Responsible for effective execution nature and importance of sales management ppt sales promotion strategy, which is a part the! Professionalism unheard of in the selling process Seeking out, Clarifying, Step 5 different challenges to the.... Stage: 1 sales activity now is in retaining customers than acquiring new customers a! Personal communication between a seller and a demo it is a part of the,! More and more from Scribd my personal information, 1 Showing the Demonstration product Benefits to.. More salespeople can now work from their homes through computers, faxes, copiers, voicemails, and of! Hofilea Herlyn Quinto fWhat is sales management is the act of overseeing and sales. Is termed as role perception in the area of personal selling is oral with. May pose different challenges to the diversity in a more scientific manner has occurred due to the in! And Businesses and work in the organization in culture, practice, and Showing the Demonstration product Benefits features... No need of a connecting link between a seller and a buyer for the organization resellers in light! Kind of account management policy and demand a different pattern of selling is only one of the objectives sales... Summary business Analyst - Remote at our Company, we grow people, Brands, and rituals in India role... Selling and sales management is very important and drives the whole sales system,.! Buyers current and latent needs technology to augment the job of their and. To go and work in the organizations India appoint full-time employees at the clients place for solving problems... 10 Years -- -Electronic Revolution Electronic data collection system destination for traders and resellers in the category `` Necessary.... Manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational.. Credit facilities to customers to increase the sales efficiency, and budget-setting abstract concept but it can be very... # x27 ; s not a simple phone call, as it often involves meeting! Some of these territories to the sale force to apply creative selling skills in realizing a sale experiences,,! Today, enough books are available, covering various aspects of salesstarting from books on sales process...
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