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Sales Management Presentation

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25 views

Sales Management Presentation

Uploaded by

jasminsierra2000
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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After studying this chapter, the

students should be able to:


1. Define sales management;
2. Identify the benefits of selling activities to society, firms and consumers;
3. Differentiate the four basic elements of sales management;
4. Discuss the objectives of sales management;
5. Follow the selling process;
6. Understand the sales management process;
7. Differentiate between the external and the internal environment of a firm; and
8. Enumerate the common mistakes in selling.
DEFINITIONS OF SALES
MANAGEMENT
Here are some definitions from experts of sales management:

“A sales manager can have a narrow or a broad spectrum of


responsibilities including the following: estimates demand and prepare sales
forecasts; establish sales force objectives and quotas; prepare sales plans and
budgets; establish the size and organization of the sales force; recruit, select, and
train the sales force; compensate the sales; and evaluate sales performance.”

-Robert D. Hisrich and Ralph W. Jackson, Selling and Sales Management


“Good sales management properly applied is the least expensive,
most effective, way to increase dollars of revenue and margins, market share,
cash flow, return on investment, and net present value, as well as to beat the
competition and make yourself a hero. . . It costs no more to properly hire, train,
compensate, motivate, and evaluate salespeople. Effective time and territory
management, forecasting, planning, budgeting, and good communication and
control are no more expensive than performing these same functions poorly.”

-Robert J. Calvin, Sales


Management
“Sales management: The attainment of sales force goals is an
effective efficient manner through planning, staffing, training, directing, and
evaluating organizational resources.”

- Charles M. Futrell

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