Salesanddistribution

Learning Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Evolution, Nature and Importance of Sales Management ,[object Object],[object Object],[object Object],[object Object]

What is Sales Management? ,[object Object],[object Object]

Nature of Sales Management ,[object Object],[object Object],Collaborative / Partnering Relationship / Selling Value – added Relationship / Selling Transactional Relationship / Selling Head-Marketing Manager – Customer Service Manager – Market Logistics Manager – Sales Manager – Market Research Manager- Promotion

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Examples Brief Description Sales Position

Importance of Personal Selling and Sales Management ,[object Object],[object Object],[object Object],[object Object]

Roles and Skills of a Modern Sales Manager ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Skills of a Successful Sales Manager ,[object Object],[object Object],[object Object]

Types of Sales Managers / Levels of Sales Management Positions First / Lower Level Sales Managers Middle-Level Sales Managers Top-Level Sales Managers / Leaders CEO / President V. P. Sales / V. P. Marketing National Sales Manager Regional / Zonal / Divisional Sales Managers District / Branch / Area Sales Managers Sales Trainee / Sales Person / Sales Representative

Sales Objectives, Strategies and Tactics ,[object Object],Decide / Set Objectives Develop Strategies Evolve Tactics / Action Plans E.G. A company wants to increase sales of electric motors by 15 percent, as one of the sales objectives. (see next slide)

To illustrate the relationship between sales objectives, strategies and tactics, consider: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Tactics / Action plans Sales and Distribution Strategy Marketing Strategy Sales Goals / Objectives

Emerging Trends in Sales Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Linking Sales and Distribution Management ,[object Object],[object Object],[object Object]

Role of Distribution Management for some of the Sales Management Actions / Tasks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Distribution Management Role Sales Management Actions / Tasks

Key Learnings ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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