Alternatively, the manager may set broad, general goals that allow each salesperson to develop his or her own skills. In many organizations, the sales manager is responsible for all marketing activities. Inside people need them, too. Sales include “operations and activities involved in promoting and selling goods or services.”Marketing includes “the process or technique of promoting, selling, and distributing a product or service.”These statements highlight two aspects of the sales and marketing relationship: 1. Process of … The salesforce’s task is to transform the strategy into a workable reality. The sales manager for a small business would likely decide how many salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers. Reviewing can take place on a monthly basis. Some authors treat material, purchase and inventory management as part of production management. Sales is the art of planning in the mind of another a motive which will induce favourable action. Secondly, they rely too much on the number of sales calls made by each of their sales representatives. There are three general objectives of sales management viz- sales volume, contribution to profits and continuing growth. It includes running the daily business operations of art institutions either private or public. Other common methods of reducing the costs associated with sales calls include contacting numerous customers at once during trade shows, and using telemarketing to qualify prospects before sending a salesperson to make a personal call. When we only Focus on Control Sales Management: Many new and unsuccessful sales managers will focus on the traditional sales management by intimidation or control approach. Sales management spe­cifically contributes to achieve the marketing objectives of a firm. Commissions reinforce the negative image of the salesperson benefiting from the sale, with no regard for the pur­chaser’s well-being. (2007) noted that sales managers are involved in both the strategy (planning) and people (implementation) aspects of personal selling, as well as evaluating and controlling personal selling activities. The next level of sales management position is occupied by regional or zonal managers who are being reported to by territory managers. It's easier than it used to be, as various software can do a lot of the monitoring for you, but it also takes judgment. The results are compared with the standards set. I like the definition that your authors apply on page eight, which is... --Show slide You need clear insight on how the team works, good metrics to evaluate them objectively and a sales improvement plan to boost performance. He must also remember that the initiative must come from him. Some firms (such as those selling technical products) have sophis­ticated sales personnel requiring less supervision than do less sophisticated representatives (such as route salesmen). In this field, to be one is to know one. They’re followed by the other marketing definitions in alphabetical order by author’s last name. These challenges are dealt with (or perhaps, more accurately, evaded) by the tra­ditional tools of sales force motivation, which concentrate almost exclusively on the single task of motivating sales personnel to achieve their narrow short-term targets. Thus the sales manager’s most important functions are to find sales people who are likely to be productive self-starters, train them, assign them to the right territories, motivate them, and keep track of their efforts. Owner-managers who have to be their own sales managers have the problem of measuring the performance of each of their sales representatives. Share Your PDF File Although important to all business, effective sales personnel are especially important to small business to compete with the big firms on things like assortment, price, and promotion. First, all sales meetings include every member of the company’s marketing department. Sales management covers planning and organizing person­al selling activities. Sales management implements the marketing plan to generate sales performance. Be a champion for helping them achieve their agreed results. Share Your PPT File, Co-Ordination of Sales with other Departments. It, therefore, must know the art and science of personal selling. Even brand managers come closer to salesmen in respect of credibility. Customer relationship management (CRM) describes all aspects of sales, marketing, and service-related interactions that a company has with its customers or potential customers. Motivate the Sales Force – One of the core objectives of sales management is to motivate the sales force. An alternate approach is to divide regions by existing and potential customer base. The actual performance is then measured. Specifying the sales quota to be achieved for each territory, 6. Attention is attracted through proper approach Gaining interest is the second step. Furthermore, you need to give a copy to the salesperson of your observations so both of you have the same understanding. Sales management by being effective is in a position to affect sales, gross margin and expenses; and thereby net income. In fact, sales managers set their personal selling objectives and formulate the personal selling policies and strategies. There are four major branches (all interrelated) in successful sales management: (1) Top Level Policy Planning, which establishes a framework of policy within which the sales objectives of a com­pany or institution may be achieved, depending on an individual company’s particular situation. The sales manager has to manage this process by controlling the interim stages without the measure of the final result by which to judge the effectiveness of these actions. Sales plans should be established on a weekly basis to provide flexibility in the planning cycle. Scouring attention is the first step. Sales management has over the years assumed broader significance as in addition to the management of personal selling, sales management includes marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing and product merchandising. When candidates are selected after an initial phone interview, many organizations administer an assessment to evaluate the candidate’s personality and how it reflects on his/her sales abilities. Information and translations of sales management in the most comprehensive dictionary definitions resource on the web. Production management refers to planning, organization, direction, coordination and control of the production function in such a way that desired goods and services could be produced at the right time, in right quantity, and at the right cost. It should be in the language the prospect understands. If you are this kind of manager, then you need to make sure that change yourself. Publishes international research on selling and sales management, including international sales management, personal selling and role of new media in sales. Sales management efforts related to consumer nondurables and consumer services will generally emphasize volume sales, a comparatively low-caliber sales force, and an emphasis on high-volume customers. Variations are deeply examined. Salesman can do this through lively and interesting sales talk as well as through actual demonstration of the product and interesting sales talk as well as through actual demonstration of the product and its operations wherever feasible. Seek the solution together with your representatives. Step # 5. Management is a skill that can always be improved. Get out on the street and study your competitors. For example, Dubinsky and associates found that role ambiguity, role conflict, job satisfaction, and organizational commitment were just as relevant to sales­people in Japan and Korea as in the United States, and that role conflict and ambi­guity have deleterious effects on salespeople in any of the countries. Sales Management and Control 13. Personal selling is an oral presentation in conversation (by salesperson) with one or more prospects for the purpose of making sales. Task – Selling skills are operative in a social setting. In practice, many other judgments are qualitative. Salespeople are provided newsletters. Indeed, simple sales figures may not reflect an accurate image of the performance of the sales force. When we consider all of these activities together, I feel that we should apply a much broader definition “sales management”. In this age of commodity brands and mass retailing even traditionally marketing-driven industries like FMCG and white goods have rediscovered sales. In order to work toward this goal, the businessperson should be aware of the different types of salespersons, the selling process, and the attributes of effective salespersons. Additionally, the Federal Trade Commission (FTC) requires door-to-door sellers who work for companies engaged in interstate trade to clearly announce their purpose when calling on prospects. For start-ups, of course, the sales organization must be built from scratch after its general structure has been determined. A prospect is one who has an unsatisfied need, ability to buy (purchasing power) and willingness to buy (motivation). Sales management refers to the administration of the personal selling a company's product line(s). Sales planning are the process of determining the number of sales persons or sales force required the sales targets to be achieved, the expenditures to be incurred and everything required for an effective sales organization in the firm. Most sales training emphasizes product, company, and industry knowledge. Nuts & Bolts of Sales Management: How to Build a High Velocity Sales Organization – John Treace. Logistics management involves … One of the biggest mistakes salespeople make is to talk too much. Hence, “sales management is the planning, direction and control of selling of business unit including recruiting, selecting, training, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel of sales force”. Within the firm, it builds an organizational structure which allows both formal and informal communication amongst sales and other departments. According to Zoltners, Sinha and Lorimar (Building a Winning Salesforce), the sales process is the most dynamic corporate undertaking. Sales management is just one facet of a company's overall marketing mix, which encompasses strategies related to the "four Ps": products, pricing, promotion, and place (distribution). The sales presentation or interview may adopt the AIDAS formula (attention, interest, desire, action and satisfaction). In another operation, the goal may simply require adding four new sales people and training them. (i) Having different prices for buyers for which you are the sole supplier, (ii) Attempting to circumvent the purchasing department and directly reach other departments when it will help sales, (iii) Giving preferential treatment to customers who management prefers or who are also good suppliers. 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