Uneak White's Personal Brand Exploration Presentation
sales management
1. Chapter Goals
The nature of personal selling.
The role of sales force.
How sales management has changed.
Critical role, tasks, and activities of field
sales manager.
2. sales management is a business discipline
which is focused on the practical
application of sales techniques and the
management of a firm's sales operations.
It is the management of sales activities
(sales presentation, order taking, as well as
the
management of firm Personal Selling.
The sales manager is responsible for
planning, organizing, directing, and
controlling the personal selling function.
3. Personal selling means direct
communication of sales person with the
perspective buyers aiming to sale the
product.
A major factor is increasing the sales of the
firm.
It is the part of promotion.
The following important point involve in the
nature of personal selling, these are
4. in personal selling there is direct
communication involved in the buyer and
seller.
Personal selling is a promotion tool that
brings the product into public dealing.
Sales person toward the relationship with the
customer.
More authentic way of making sale because
of more clarifications.
Sales person and customer direct deal with
each other.
5. As has been mentioned above the sales
person is the source of trust for the
organization.
Sales person promote the image of the
organization in the customer mind.
The sales person fulfill all the promises
made in the sales agreement e.g. quick
delivery, warranties, guaranties.
Customer confidence is essential for long
term relations which is a sign of success for
the organization.
6. As direct communication since customers
can react to the message of the sales
person.
Sales person can get the decision required
from the customer on the spot.
7. Sales person contact customers personally,
receive orders, problems and complaints
personally and handle it.
Sales person advance more attention to the
customer.
The sales person identify the customer
needs and wants by getting information
personally.
8. Sales people are no more just sales people.
They are eyes and ears of the organization. they
first of all follow the marketing concept
Marketing Concept
As concept of marketing has changed since
selling and sales management has changed.
Marketing concept is based on three things:
◦ Customer Orientation
◦ Coordination of all customer related activities.
◦ Profit direction.
9. customer orientation strategy is the way
that a business focus its, to provide high
quality product or service to consumers.
There are many specific ways of doing this,
but in general there are three ways that you
can orient a product to consumers: aiming
at price sensitive customers, aiming at
quality sensitive customers and aiming at
niche customers.
10. All business is customer related at some
level,
but some activities of business are more
directly and clearly related to customers than
others. Such as services ,advertisement,
product quality.
11. The purpose of business is the creation and
maximization of profit. Every management
need to clearly inform our sales force about
the business desire profit. and every
salesman need to achieve our daily basis
object to achieve the company desire profit.
12. The Role Personal Selling in Product Strateg
Sales people find information about the
customer needs and requirements, the
desired features and benefits and help in
product testing.
The Role of Personal selling in the Pricing
Strategy
Sales people adjust the prices according to
the market conditions, cost plus method,
demand oriented method, competition
oriented method, parity method.
13. The Role of Personal Selling in Distribution
Strategy
Direct and Indirect channel of Distribution.
The Role of Personal Selling in (Promotion)
Strategy
Personal selling is one of element of
promotional mix
14. Must have professional education.
Communication skills.
Negotiation skills.
conflict resolution skills.
Management skills
Skills to remain current with the market.
Human relation skills
15. Purposes of training( first of all finding the
training purpose)
Training methods:(what method follow it.)
◦ Discussion
◦ Off the job training
◦ On-the-job training
Where does training take place, and who is
involve in training
◦ Centralized training programs used it,
◦ Decentralized training program used it.
16. ◦ It connects organization with the external
environment.
◦ It informs the organization about customer needs.
It gives chances to the organization to
survive and grow
17. The following of the task of sales manager, they
must start ,
Analysis: find internal sales record, sales people
reports, market trends.
Planning: setting objectives for the sales force,
then strategies to achieve those objectives.
Organization: setting structures and procedure for
sales programs. Divide the work into different
parts.
Direction: supervision of day to day activities and
implementations of plans and
programs.(suggestion,)
Control: comparison of actual with desires, finding
deviations and taking corrective actions to put
everything on a right track
18. From Selling to Managing
Sales Representative Sales Manager
1. Develop accounts Develop
people
2. Player Coach
3. No management Yes, do
management.
4. Make call and sell Prepare people
for calls
and sell
