Sales Management

• Marketing 3345

• Charles A. Besio, Jr.

• Fall 2012

Introduction

Sales Management

• The Marketing Mix:

•Product/Services

•Pricing

•Distribution

•Promotion

Sales Management

• Promotion•Advertising

•Public Relations

•Sales Promotion

•Direct Marketing

•Personal Selling

Sales Management

• Personal Selling - Definition– Direct communications between

paid representatives and prospects that lead to purchase orders, customer satisfaction and postsale service.

• Sales Management - Definition

– The planning, implementing and control of personal contact programs designed to

achieve the sales and profits of the firm.

Sales Management• Sales Goals and Structure

– Managers Need Good Data•What Existing Clients Are Likely to Purchase•Where in the Territories They are Located

– Sales Organizations Need Structure•How Many Levels of Management•Span of Control

Sales Management• Building a Sales Program

– Hiring•Sources of Recruiting•Careful Screening

– Training•Company’s Products/Services•Company Operating Procedures•Selling Skills

– Assigning Territories•Optimize Effectiveness and Customer

Service•Minimize Costs

Sales Management

• Managing The Sales Force– Leadership

•Guide by Example•Develop Rapport

– Motivation• Incentive Programs•Recognition

Sales Management

• Managing The Sales Force– Compensation

•Money is a Prime Motivator for Sales People– Mix of Salary, Bonuses, Commissions, Expenses

and Benefits

– Evaluation•Sales Data

– Quantity Sold– Mix of Products

•Costs• Impact on Profits

Sales Management

• Total Quality Management– W. Edwards Deming, Joseph Juran,

Kaoru Ishikawa - Fathers of TQM– The Philosophy

•Foster Continuous Improvement•Do It Right The First Time•Workers closest to the process usually

have the best suggestions for improvement - involve them

Sales Management• The Field Sales Manager

– Job Skills•Organizational Skills•Leadership

– Time Allocations•Selling•Administration•Account Service/Coordination•Travel/Waiting• Internal Meeting

Sales Management

• The Field Sales Manager– Administration

•Management of Sales Office•Training•Budgeting, Expense Control•Compensation Plans

Sales Management• The Field Sales Manager

– Account Service Coordination• Internal Coordination of Customers’

Needs– Orders are processed– Goods & Services are Provided with Quality– Credit Arrangements Completed– Postsales Customer Satisfaction

– Travel– Meetings

Sales Management• Career Path

– Level One Sales Trainee– Level Two Salesperson– Level Three Key Account Salesperson– Level Four District Sales Manager– Level Five Regional Sales Manager– Level Six Zone Sales Manager– Level Seven National Sales Manager– Level Eight V.P. of Marketing– Level Nine President