Diese Präsentation wurde erfolgreich gemeldet.
Die SlideShare-Präsentation wird heruntergeladen. ×
Nächste SlideShare
Sales management
Sales management
Wird geladen in …3

Hier ansehen

1 von 33 Anzeige

Weitere Verwandte Inhalte

Diashows für Sie (20)


Ähnlich wie Sales Management (20)

Aktuellste (20)


Sales Management

  1. 1. Begin with the Name ofBegin with the Name of AllâhAllâh who is Mostwho is Most Loving and Most MercifulLoving and Most Merciful 1
  2. 2. 2 PRESENTED BYPRESENTED BY Dr. Shabana Naz Shah PhD. in Pharmaceutical Chemistry
  3. 3. A sale is the pinnacle activity involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity. Sales is everything that you do to close the sale and get a signed agreement or contract. SALES - DEFINITION 3
  4. 4. MARKETING – DEFINITION Marketing is the process associated with promotion for sale goods or services. It is considered a “social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging products and values with others.” It is an integrated process through which companies create value for customers and build strong customer relationships in order to capture value from customers in return. Marketing is used to create the customer, to keep the customer and to satisfy the customer. With the customer as the focus of its activities, it can be concluded that marketing management is one of the major components of business management. 4 The evolution of marketing was caused due to mature markets and overcapacities in the last decades. Companies then shifted the focus from production more to the customer in order to stay profitable.
  5. 5. 5 DIFFERENCE B/W SALES & MARKETING Sales Marketing Sales starts with seller & is preoccupied all the time with the needs of the seller. Marketing starts with the buyer and focuses constantly on the needs of the buyer. Emphasizes on saleable surplus available with the company. Emphasizes on identification of market opportunity. Seeks to convert products in to cash. Seeks to convert customer needs in to products. Views business as – goods producing process. Views business as – a customer satisfying process. Sales views the customer as the last link in the business. Marketing views the customer as the very purpose of business.
  7. 7. EVALUATION OF SALES MANAGEMENT 7 • The history of salesmanship is an old as human civilization –Paul Herman. • Sales people were not held in high esteem by the society. • Scene before industrial revolution begins. • Scene before Industrial revolution started. • The techniques of modern sales management and selling techniques were refined by John Henry Patterson – Father of Modern Sales Management.
  10. 10. SALES MANAGEMENT  DEFINITION: Sales management originally referred exclusively to the direction of sales force personnel and lately the term transformed into broader aspect in addition to the management of personnel selling. In general view Sales Management refers the management of overall marketing activities such as advertising, sales promotion, marketing research, physical distribution, pricing and product merchandising. 10
  11. 11. SALES MANAGEMENT  According to American Marketing Association : Sales management refers “The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force”. 11
  12. 12. INTERNATIONAL SALES MANAGEMENT  The multinationals and other companies with foreign production and marketing operations look to sales management to implement sales related marketing policies in each national market.  International sales managers have to guide and coordinate the efforts of the sales organization in countries where the company does business. 12
  13. 13. 13 SALES MANAGEMENT Work can be categorized as…..
  15. 15. OBJECTIVE OF SALES MANAGEMENT 15 Following are the three general objectives of sales management: 1. Generate sufficient sales volume. 2. Contribute towards current profit. 3. Ensure continuous growth of the organisation. Top management has ultimate responsibility for the above objectives. However, this task by authority delegation, is entrusted to sales department who are the ultimate operational level managers.
  16. 16. OBJECTIVE OF SALES MANAGEMENT 16 Sales Volume & Sales Growth. Share of each product in the total volume. Market Share. Profits. Selling Expenses. Key Accounts. New Accounts. Expansion of Channels. Proportion of Cash & Credit Sales. After sales services. Training of dealers & Customer in some cases.
  17. 17. NATURE & SCOPE OF SALES MANAGEMENT The nature or characteristic of sales management can be explained by: Its integration with marketing management. Relationship selling. Varying sales responsibilities. 17
  19. 19. FUNCTIONS OF SALES MANAGEMENT 19 Managerial Functions: 1. Planning: This involves, forecasting demand, sales territory planning, personal selling and promotional efforts. 2. Organising: This involves structure, resource allocation, responsibility assignment and delegation of authority etc. 3. Direction: This involves leadership motivation, communication and promotional steps including personal selling.
  20. 20. FUNCTIONS OF SALES MANAGEMENT (CONTD..) 20 Managerial Functions (Contd…): 4. Control: This involves delegation, quota fixing, performance evaluation, incentives and budgets. 5. Co-ordination: This involves liaison, integration of various elements, internally, P.R. and good will by contact with customer / general public.
  22. 22. FUNCTIONS OF SALES MANAGEMENT (CONTD..) 22 Staff Functions: This is related to staff functions of sales force such as the following: Recruitment and selection. Deployment and evaluation of performance. Training and development. Career development. Compensation and incentives. Motivation and empowerment.
  23. 23. FUNCTIONS OF SALES MANAGEMENT (CONTD..) 23 Advisory Functions: This is related to advisory functions of sales management: Product attributes / quality aspects. Pricing policies. Promotional steps and personal selling aspects. Distribution policies and channel selection criteria. Advertisement policies such as media selection and target audience. Transportation and warehousing aspects.
  24. 24. FUNCTIONS OF SALES MANAGEMENT (CONTD..) 24 Liaison Functions: Liaison with departments such as the following: Production department. Finance department. Marketing department. R&D department. Distribution network. After Sales Services department.
  25. 25. SALES GOALS & 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
  26. 26. 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.
  27. 27. MANAGING THE SALES FORCE • Leadership • Guide by Example • Develop Rapport • Motivation • Incentive Programs • Recognition
  28. 28. • 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 MANAGING THE SALES FORCE
  29. 29. • 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 TOTAL QUALITY MANAGEMENT
  30. 30. • Job Skills • Organizational Skills • Leadership • Time Allocations • Selling • Administration • Account Service/Coordination • Travel/Waiting • Internal Meeting THE FIELD SALES MANAGER
  31. 31. • Administration • Management of Sales Office • Training • Budgeting, Expense Control • Compensation Plans THE FIELD SALES MANAGER
  32. 32. 32
  33. 33. Thank you for Your Kind Attention Hope you have had a good day Have a pleasant day! 33