(1) sales management

8/3/2019 (1) Sales Management

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AN INTRODUCTION


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YOU TAKE AWAY MY MONEY MY

FACTORIES BUT LEAVE MY SALES

FORCE BEHIND AND I WILL GET BACK

TO WHERE I WAS IN 2 YEARS

-ANDREW CARNEGIE


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BARTER SYSTEM

ALL SUPPLIERS IN ONE AREA

TRADERS WENT TO THE CUSTOMER

NEED BASED SELLING- PRODUCTS WERE MADE

SPECIALLY KEEPING IN MIND THE CUSTOMERS

NEED. SALES PERSON TARGETED THE

CUSTOMER ACCORDING TO THEIR NEED


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CUSTOMER IS THE KING,

THE LATENT NEEDS ARE IDENTIFIED

THE SALES PERSON MAKES THE CUSTOMER REALIZE

WHAT THEY ARE MISSING IN LIFE. THAT IS THE

CUSTOMER NEED AND NOT THE SALESPERSON NEEDTHAT THEY ARE SATISFYING BY SELING THE

PRODUCT.

SERVICES IS THE KEY DIFFRENTIATOR,

GOOD QUALITY PRODUCT AT LOW COST, FEEDBACKOF

CUSTOMERS IMPORTANT


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SALES ISTHE EXCHANGE OF GOODS AND

SERVICES FOR AN AMOUNT OF MONEY OR ITS

EQUIVILENT IN KIND.

Sales is themost importantand the most

difficult function in an organization.

Sales is likefuel to the engine.


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Advertising and other promotional tools

may build a desire for the product in the

mind of a customer but it is ultimately

the interaction with the sales person

thatis critical in closing the sale.

Without sales a business cannot exist.

Therefore managing the sales force is

the most critical activity.


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THE process of planning, directing, and

controlling of personal selling, including

recruiting,

selecting,

equipping,

assigning,

supervising,

paying, and motivating the personal sales

force.


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The only function / department in acompany that generates revenue /income

The financial results of a firm dependon the performance of the salesdepartment .

Many salespeople are among the best

paid people in business It is one of the fastest and surest

routes to the top management


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The face of the organization.

Direct relationship with the customers

and help to build a long term relation

with them.( one of the most important

function of sales)

Helps the organization to enhance its

knowledge about the customer or

distributor.

Its helps the organization meet its

business goals


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However to carry outits functions

effectively the salesteam requires the

support of all thedepartments.


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1. SALES FORECASTING

2. HELP IN FORMULATING THE FUTURE

STRATEGIES & OBJECTIVES.

3. Coordinating the sales efforts with the

marketing program.

4. Coordination with distribution network

5. Obtaining dealer identification


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6. preparing Special literature and

training for the distribution channel.

7. THEY MAKE SURE THAT THE PERSONAL

SELLING IS FAIR AND IMPARTIAL IN DEALING

WITH MIDDLEMEN.

8. CORDINATING THE IMPLEMENTATION OF

MARKETING STRATEGY.

9. CORDINATING THE EFFORTS OF ALL

DEPARTMENTS.


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JOB DESCRIPTION,RECRUITING,INTERVIEWING,

SELECTING SALES PERSONAL.

TRAINING SALES PERSONAL

COACHING

MOTIVATING- BOTH ACCOMPLISHERS AND

IMPROVERS


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SETTING TARGETS- MODE OF EXPRESSION,

CHALLENGING AND REALISTIC

RECONGNIZING AND REWARDING PERFORMANCE

PROVIDING LEADS AND SALE SUPPORT

COORDINATING WITH OTHER DEPARTMENTS TO

CLEAR ALL THE HURDLES FOR THE SALES

STAFF.

ORGANIZING AND CONTROLLING THE SALES

FORCE


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CONDUCTING SALES MEETING-SERVES AS A

CONTROL , FEEDBACK, TEAMSPIRIT, REVISINGTARGETS, REVIEW PERFORMANCES, REWARD

AND MOTIVATE, REPREMAND,DISSIMINATION OF

IMPORTANT INFORMATION.

REVIEW OF THE SALES FORCE PERFORMANCES.

(1) sales management

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