Professional Documents
Culture Documents
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) Managing a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Sales Management
Firm
Sales Managers
Customer
Value
Sales Management
Firm Sales Managers Personal Sales Representatives Customer
Value
Sales Management
Sales Managers Personal Sales Representatives
Sales Management
Sales Managers Personal Sales Representatives
Knowledge of the sales environment Planning for sales Recruiting the sales force Training the sales force Motivating the sales force Supervising the sales force
Sales Management
Overview Sales Environment
Supervising
Planning
Sales Managers
Motivating Recruiting
Training
Managing
a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly.
Planning
Planning-is 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
(Source: Futrell)
Planning
Sales force composite Jury of executive opinion Survey of buyer intentions Trend projections Moving averages Exponential smoothing Regression Econometric models
Planning
Budgeting
Salespeople expenses Administrative expenses Other selling payroll Other selling expenses Communication expenses
Profit objectives
Break-even analysis Controlling the budget Selling the budget to top management
(Source: Hite and Johnston)
Planning
Quotas (L16)
Sales quota- the specific sales or profit objective a salesperson is expected to achieve
(Source: Perreault and McCarthy)
Planning
Optimum time must be spent with those prospects with the greatest potential
Identification and classification of prospects Analysis and development of the salespeoples work loads How many salespeople will the territory support Territorys boundaries Optimum way to travel from one prospect to the next
(Source: Hite and Johnston)
Recruiting
Recruitment- set of activities and processes used to legally obtain a sufficient number of individuals that takes the peoples and the sales forces best interests into consideration
(Source: Futrell)
Recruiting
Selecting (L19)
What is the firm looking for?
People that can sell successfully Remain with the company over a long period of time
Problems
Legal and ethical restrictions Firm must maintain a good image Must have a valid job description
Training
Sales Training- effort put forth by an employer to provide the salesperson job related culture, skill, knowledge, and attitudes that result in improved performance in the selling environment
(Source: Futrell)
Training
Developing (L21)
Motivating
The most commonly used definitions of salesperson motivation include three dimensions: (1) intensity, referring to the amount of mental and physical effort put forth by salespeople, (2) persistence, describing the salespersons choice to expend effort over a period of time, and (3) direction, implying that salespeople choose where their efforts will be spent among various activities.
(Source: Ford, Walker, and Churchill)
Motivating
Motivating (L22)
Motivating
Compensating (L23)
Motivating
Supervising
Leadership (L25)
Leadership- the process of getting things done through others Leadership Styles Types of leadership
(Source: Hite and Johnston)
Supervision (L25)
Supervision- the actual oversee and directing of the day-to-day activities of salespeople
(Source: Futrell)
Supervising
Evaluating (L26)
Definition
Identifying Needs
Identifying Needs
Approach (L7)
Presentation (L7)
Follow up
Types of Communication
Marketing Product Promotion Place Price
Personal Selling
Public Relations
Advertising
Sales Promotion
Direct Marketing
Integrated marketing communications- the intentional coordination of every communication from a firm to a target customer to convey a consistent and complete message