Professional Documents
Culture Documents
ON
EMERGING TRENDS IN SALES
MANAGEMENT
SUBMITTED BY:-
MD.ABDUL QUADIR
TO
MANISHA LANDE MAM
Abstract
From the global economy to technology, individuals and organizations are mindful of them.
Surprisingly, there is very little written of emerging trends in the sales profession. New issues
await today’s professional. These trends require flexibility, tenacity, and the opportunity to
educate ourselves in a variety of disciplines.
The future of selling requires changes to keep pace with generational and cultural shifts that
create behavioral changes in decisions. The selling representative of tomorrow must work
efficiently and quickly to maintain the pace. Failure of change leads to competitive elimination.
OBJECTIVES OF RESERCH PAPER
KEY WORDS
• Objectives
• Faster Services
HYPOTHESIS
Professional sales training is now required, as is the need for useful technology that creates
efficiency with customer relationships. However, the world’s challenges are changing the
manner of selling. New issues await today’s professional. These trends require flexibility,
tenacity, and the opportunity to educate ourselves in a variety of disciplines.
Definitions:-
Sales Management- is the attainment of sales force goals in an effective and efficient manner
through planning, staffing, training, leading, and controlling organizational resources
(Futrell1998)
“…….the planning, direction, and control of personal selling, including recruiting, selecting,
equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the
personal sales force.”
From To
Objectives of Sales Management
• Contribution to profits
• Customer satisfaction
• Selling professionals are experiencing a cultural shift in their respective account bases. It
is vital for all selling professionals to think globally and act locally. The current economy
is morphing faster than in the days of both immigration and the Industrial Revolution.
Selling representatives must be cautious about words, dress, linguistics, and even
electronic communication. Anything said or written can be misinterpreted. The 500 most
commonly used words in the English language have over 14,000 definitions. Tomorrow
is selling professionals must begin the study of international cultures and languages. The
acquired knowledge assists professionals to communicate articulately with global clients,
which provides better relationships. Gaining a better understanding of business etiquette,
linguistics, mannerisms, and culture enables selling professionals to diminish barriers and
gain better insight into client issues. Moreover, the ability to engage cross-culturally
enables selling professionals to competition-proof their capabilities.
Changing of Technology
• Many years ago computers were bulky, rare, and performed minimal functions. Then as
now, computer operation required data. However, as computer software developed,
spreadsheets enabled end users to take data and gain useful information such as buying
patterns and favored products. Yet, with the emergence of smarter technology, usefulness
of the Internet, and spontaneity of access, stored information morphs into knowledge. In
today’s selling world content is king. Selling professionals require a wealth of knowledge
to remain competitive. Tomorrow is selling professional requires better insight into the
customer is world. Professionals must study competitors, the industry, and the client to
help determine future needs. Using knowledge to help the customer remain competitive
and offer provocative insights provides value and partnership. Customers engage with
those they trust.
Future sales leaders will require education acquisition. Simply put, selling is a profession and
must be treated as such. Future leaders must engage in the proper education to increase
proficiency and effectiveness. However, training must not be event-based. The purpose for
training is to decease ineffective tendencies and provide strengths. New habits manifest over
months, not hours in a classroom.
NOKIA Case Study
• BL-5C batteries
• Overheating initiated by a short circuit while charging and causes the battery
to dislodge.
• Free replacement of 46 million batteries.
• Cell phone batteries were manufactured by Matsushita Battery Industrial
Co., Ltd. of Japan.
The case of Nokia (battery -replacement) is very common & we can see it as an important part of
Sales Management. On Aug 17 , 2007 many nokia cell phone users complaint against the
Overheating initiated by a short circuit while charging and causes the battery to dislodge & as it
was the matter related to sales of Nokia Cell phone in Indian Market which has very high
potential of Nokia Cell phone users . Nokia planned the replacement of battery finally so that in
future any of its past activity should not cause in hampering of sales. So, Nokia replaced 46
million batteries freely & due to which even today Nokia is enjoying the greater Market Share.
It’s not related with Recent Trends but via this I want to cite that Sales Management not only
deals in selling of goods but also managing their customer grievances & that’s the best
Management according to me.
CONCLUSION
In this context an effort has been made in this paper to review the emerging trends
in sales Management to examine while change is good, it requires adjustment. The
future of selling requires changes to keep pace with generational and cultural shifts
that create behavioral changes in decisions. The selling representative of tomorrow
must work efficiently and quickly to maintain the pace. Failure of change leads to
competitive elimination.