Sales Management

Prepared by: Muhammad Saad Zahid…Master Of Economics M.A (University Of Karachi - Pakistan)Masters in Business Adminstration MBA (Kasbit -Pakistan)

Diploma In Business Adminstration (ABE-Malaysia)Member of chartered institute of management accountant (CIMA-UK)

Cisco Certified Network Associate (CCNA).

INTRODUCTION

What is the meaning of a word Sales?

The word Sales is derived from a Norwegian Word “SELJE”, Which Means To Serve.

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Sales Organization There are 3 types of Sales Organizations:

Line organization

Line Managers are performing sales and sales management activity

Line and staff organization

Staff managers have advisory support responsibility. Example: (market research managers, training managers) they are directly responsible for

achieving sales targets

Functional organization

Focus is on the principle of specialization, each specialist has a functional responsibility and a permit to direct and control sales.

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Purpose Of Sales Organization:1. To Eliminate waste of efforts

2. Maximize Cooperation/ Co-ordination among co-workers

3. Permit development of Specialist

4. Ensure that all activities have got done

5. Define authority

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Sales Organization

Sales Planning

Sales Plan:

there are 2 types of sales plan:

1. Short range plan (1-2 years)

2. Long range plan (3-5 years)

Other than these plan there are

1. Geographical plan

2. Customer wise plan

3. Segment wise plan

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Factors For Making sales plan:

1. New Business

2. Mission

3. Visions

4. Goals

5. Strategy

6. Action and Plan

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Sales Planning

There are some focus areas for which sales plan have been made:

1. To increase Profitability

2. A specific region or territory contribution towards profit

3. Emphasis on products

4. Variance between budget and sales

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Sales Planning Focus Areas

Sales have several relations with other parts of business:

Sales relationship with advertisingStimulates demands, Helps achieving targets, Supports market penetration

Sales relationship with marketing informationhelps in market analysis, helps in collection of raw data

Sales relationship with servicesHelps in contribution in strategy success

Sales relationship with Distribution1. Minimize stock-out Situation, Improves inventory Control, Helps demand Generation

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Sales Relationship

Key Function areas of Sales:

1. Planning

2. Organizing

3. Training

4. Motivating

5. Controlling

6. Leading

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Sales Functions

Sales Planning Process:

is a workflow design for whole sales transactions.

It Depends upon 3 Things:

* Sales Forecast * Sales Budget

*Geographical Forecast *Sales Territory

Nation, Region, Customer Promotion, Sales Person

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Sales Planning Process

Sales Budget:Its is a workflow for making sales. Sales Budget involves distribution in

investment between promotion and sales persons.

Factors that are considered in sales budget:

1. Past trends

2. Present scenarios

3. Trade perspective

4. Government polices

5. Industrial enviroments

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Sales Budget

Selling are divided into 2 types:1. Personal Selling

2. Field Selling

Personal Selling:Personal selling is a form of person to person communication in which a sale

person works with perspective buyer and attempts to influence purchase.

Field Selling:This is often known as corporate sales/people. They are highly skilled person who

develops strategy plans for the key acounts making formal presentations to top level executives. They are basically missionary sales people with a certain product.

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Types Of Selling

Sales ProcessThere are 2 types of a perspective involves in any sales transaction:

1.The Buying Process

2.The Selling Process

Factors Including The Buying Process:

1.To Identify Need

2.To Search For The right Target Audience

3.To identify the relevant product

4.isolation the relevant/specific product

5.To select again and again same product

Types Of Sale are divided in 2 types : *Personal Selling *Field Selling (corporate Selling)

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Sales ProcessFactors Including Selling Process:

1.To Prepare himself for the product

2.Focus on the target what he want to achieve

3.Prospecting/ Define Target Audience for Sales

4.To present

5.Handle Objection

6.Close the sales

7.Follow-Up/ Customer Service

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Product Preparation

Focus On The Achievement

Presentation

Handling Objections

Closing the Sale

Prospecting

Follow up

Iden

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Need

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Iden

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Need

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Below is The Process which is acquired by a usual sales person:

1. Recruiting

2. Selecting

3. Training

4. Super visioning

5. Motivating

6. Compensating

7. Evaluation

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Cycle Of Sales Persons

Following Are Main Key Qualities of a Sales Person:

1. Self Motivated

2. Enthusiastic

3. Organized

4. Competitive

5. Active listener

6. Customer Oriented

7. Adaptive

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Qualities Of Sales Person

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The End