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CH 1 SMBD

Sales management involves planning, directing, and controlling a company's sales force. It aims to meet sales goals and objectives through systematic processes. Sales managers perform duties like setting sales force goals and quotas, organizing the sales team, recruiting and training salespeople, motivating salespeople, and integrating technology into the sales function. Personal selling and sales management are important because they directly generate revenue and influence company financial results. There are various types of sales managers at different levels of organizations. Setting objectives, strategies, and tactics is important for effective sales planning. Emerging trends in sales management include taking a global perspective, leveraging new technologies, focusing on customer relationships, and emphasizing sales professionalism.

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Sakshi Agarwal
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55 views

CH 1 SMBD

Sales management involves planning, directing, and controlling a company's sales force. It aims to meet sales goals and objectives through systematic processes. Sales managers perform duties like setting sales force goals and quotas, organizing the sales team, recruiting and training salespeople, motivating salespeople, and integrating technology into the sales function. Personal selling and sales management are important because they directly generate revenue and influence company financial results. There are various types of sales managers at different levels of organizations. Setting objectives, strategies, and tactics is important for effective sales planning. Emerging trends in sales management include taking a global perspective, leveraging new technologies, focusing on customer relationships, and emphasizing sales professionalism.

Uploaded by

Sakshi Agarwal
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Is sales a good career ?

Snapshot of the Highest Paid Jobs and their Salaries

Job Profile Salary Offered (Fresher) Salary Offered


(Experienced)

Project Manager Rs 4 to 5 Lacs per annum Rs 19 to 20 Lacs per


annum
Business Development Rs 5 to 5.5 Lacs per Rs 15 to 16 Lacs per
Manager annum annum

Marketing Manager Rs 6 Lacs per annum Rs 18 to 19 Lacs per


annum
SAP Consultant / Rs 2.93 Lacs per annum Rs 12.37 Lacs per annum
Manager
Business Analysts Rs 5 Lacs per annum Rs 11.32 Lacs per annum

Human Resource Rs 3 to 5 Lacs per annum Rs 15 to 16 Lacs per


Manager annum
What is Sales
Management?

• One definition: “The management of the personal selling part of a company’s


marketing function.”
• Another definition: “The process of planning, directing, and controlling of
personal selling, including recruiting, selecting, equipping, assigning, supervising,
paying, and motivating the personal sales force.
Nature of Sales
Management

 Goal Orientation

 Continuous Process

 Systematic Approach

 Part of Marketing

 Focus on Relationship
Role of Sales Management
Specific duties and responsibilities of a sales manager:

 The determination of sales force objective and goals

 Sales force organization, size, territory, and quota finalization

 Sales forecasting and budgeting

 Sales force selection, recruitment, and training

 Motivating and leading the sales force

 Designing compensation plan and control systems

 Designing career growth plans and building relationship strategies with key

customers
 Integration of technology with sales function

 Augment the sales force by augmenting the sales-closing process


Importance of Personal Selling and Sales
Management

• The only function / department in a company that generates revenue / income


• The financial results of a firm depend on the performance of the sales
department / management
• Many salespeople are among the best paid people in business
• It is one of the fastest and surest routes to the top management
Types of personal selling
Four categories are:

 Selling to resellers

 Selling to business users

 Institutional selling

 Selling to governments
Evolution of Personal Selling
Types of Sales Managers / Levels of Sales
Management Positions
CEO /
President

V. P. Sales /
V. P. Marketing
Top-Level Sales Managers /
Leaders

National Sales
Manager

Middle-Level Sales Managers

Regional / Zonal /
Divisional
Sales Managers

First / Lower Level Sales Managers

District / Branch /
Area Sales Managers

Sales Trainee / Sales


Person / Sales
Representative
Sales Objectives, Strategies and
Tactics
The main components of planning in a company are objectives,
strategies and tactics. Their relationship is shown below

Decide / Set Evolve Tactics /


Develop Strategies Action Plans
Objectives

E.G. A company wants to increase sales of electric


motors by 15 percent, as one of the sales
objectives.
To illustrate the relationship between sales objectives,
strategies and tactics, consider:
Sales Goals / Marketing Sales and Distribution Strategy Tactics /
Objectives Strategy Action plans

 Increase  Enter export  Identify the countries  Marketing / sales head to get
sales volume markets relevant information
by 15  Decide distribution channels  Negotiate and sign
percent agreements in 3-5 months
with intermediaries

 Penetrate  Review and improve  Add channels and members


existing salesforce training, motivation  Train salespeople in
domestic and compensation deficient areas
markets  Use effective and efficient  Train field salesmanagers in
channels effective supervision
 Link sales volume quotas to
the incentive scheme of the
compensation plan
Emerging Trends in Sales
Management

• Global perspective
• Revolution in technology
• Customer relationship management (CRM)
• Salesforce diversity
• Team selling approach
• Managing multi-channels
• Ethical and social issues
• Sales professionalism
Questions Sales Leaders Should Be Asking Right Now

 How Should Salespeople Spend Their Time?

 Will a Structured Sales Process Work?

 What is the Value of Specialized Sales Roles?

 What is the Role of Incentives?


Thank You

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