Introducation of sales management and its evolving roles

What is sales management ?

According to AMERICAN MARKETING ASSOSIATION The planning , direction and control of the personal skills activities of business unit.
Recruiting Selecting Training Assigning Routing

Supervising
Paying and motivating

SALES LEADER LEVELS IN THE ORGANIZATIONAL HIERARCHY

CE O Presiden t Vice President of Marketing National Sales Leader Zone Sales Leader Regional Sales Leader District Sales Leader Assistant District Sales Leader Nonmanagerial Salespeople Sales Trainee Salesperson Key Account

Integrated marketing communication

The coordination between sales force and marketing support for promotional elements Like advertising , personal selling ,sales promotion ,direct marketing and public relation. Is called IMC

Megatrends affecting sales management

Behavioral forces Technological forces

Managerial forces

Yesterdays vs todays sales managers

Yesterdays
Sales transaction Short term objective-

Todays
Customer relationship Long run trends

current product ,current customer and strategies Achieving sales volume quota minimum use of technology mostly telephone Driving and motivating

,opportunities and challenges Analyzing profitability by customer ,products and sales territories Using MIS Creating a flexible learning and adapting envirement

Chapter 2 Managing ethics in a sales environment

what is Business ethics ?

it is the study of how business people behave when facing a situation with moral consequences

Sales people are boundary spanners

Big customer

Big company Sales person

Applying professional sales code of ethics

Codes of ethics express the values of firm by specifying, in writing , specific behaviors that consistent

Do codes of ethics affect behavior?