Professional Documents
Culture Documents
According to a jobs provider company Manpower, sales positions are the hardest to fill. Sales one of the most expensive activities in any firm (constitutes more than 20% of revenue) Starting salaries for sales people higher than most of other positions Many CEOs like Mark Hurd (HP), start in sales
Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through:
o Planning o Staffing o Training o Leading o Controlling firms resources
Is an art
oConceptual skills oPeople skills oTechnical skills oDecision skills
Is a science
oIs a process with definite steps
Contd
Contd.
Employable in firms which have no direct sales function like for manufacturing intermediaries Has several roles such as recruitment and selection, training, compensation, appraisal, motivations, assignment, organizing, etc. 3 major objectives of sales management:
Sales volume Contribution to profits Continuing growth
Contd
Implement control
Set standards and communicate Measure and evaluate actual performance Take corrective action
Zone Sales Manager Regional Sales Manager District Sales Manager Key Account Salesperson Salesperson
Sales Trainee
PLANNING
The conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them.
STAFFING
Activities undertaken to attract, develop, and maintain effective sales personnel within an organization.
SALES TRAINING
The effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment.
LEADING
CONTROLLING
Monitoring sales personnels activities, determining whether the organization is on target toward its goals, and making corrections as necessary.
SALES PERFORMANCE
Sales Management is the attainment of sales goals in an ethical, efficient, and effective manner.
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
Basis of Difference
MARKETING MANAGEMENT
SALES MANAGEMENT
1. SCOPE
Marketing management is The scope of sales a very wide term. It includes management is less in Sales management. comparison to marketing management. It is a part of marketing. It is a new concept in comparison to Sales management. It includes all the activities performed for promoting customer satisfaction. It includes activities of consumer research so as to identify customers need, preferences, tastes, so that product planning and development can be done according to customers preferences. It includes Selling activities. It is an old concept.
2. Evolution
3. Activities
It mainly includes selling activities related to transfer of ownership of goods an services from seller to buyer.
MARKETING MANAGEMENT It is customer oriented. It stresses on consumer needs, satisfaction and welfare. It emphasizes on Profitmaximization through promoting customer satisfaction. Marketing Manager works under the General manager of Organization
SALES MANAGEMENT It is Producer- oriented. Its main aim is to increase sales and earn more profits for manufacturer or seller. It emphasizes on profit maximization through sales maximization.
5. Approach to Profit
6.Control