Sales and Distribution Management

Chapter 1 Introduction to Sales Management

Personal selling strategies

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Willingness to go to bat for the buyer within the supplier firm Thoroughness and follow through Knowledge of the sales persons product line Market knowledge and keeping the buyer posted Applying his product and services to buyers needs Knowledge of the buyers product line Preparation for sales calls Regularity of Sales calls Diplomacy in dealing with operating departments Technical education

Evolution of personal selling

Negotiation Persuasion

Consultative Selling

Business Management

Partnership Strategies

Marketing concepts

1) 2) 3) 4) 5)

Production concept Product concept Selling concept Marketing concept Societal concept

Societal marketing concept

Production

Sales

Customers

(Sales Orientation)
Customer Needs

Production

Sales

Emphasis on Sellers Needs

(Marketing Orientation)

Emphasis on Customer Needs

Nature and role of sales management

The determination of sales force objective and goals Sales force organization, size, territory, and quota finalization Sales forecasting and budgeting Sales force selection, recruitment, and training Motivating and leading the sales force Designing compensation plan and control systems Designing career growth plans and building relationship strategies with key customers

Types of personal selling

Industrial selling Retail selling Services selling

Types of selling

Order taker sales people Order creators Order getters

Types of Selling
Inside Order Taker Order Takers Delivery Sales People

Outside Order Takers

Selling Function Order Creators Missionary Sales People New Business Sales People Front Line Sales People Order Getters Organizational Sales People Consumer Sales People Sales Support Sales people Technical Support sales People Merchandisers

Difference between sales and marketing

Starting point
Factory

Focus
Factory

Means
Selling and promoting

Ends
Profits though sales volume

Selling concept
Market Customer needs Coordinated marketing Profits through customer satisfaction

Market concept

Marketing management process

MARKET ANTICIPATION Marketing mix

Producer
Marketer

Product Price Place Promotion

Consumer

Exchange offer of value

Sales management process

Formulation of a strategic sales programme Implementation of the sales programme

Evaluation and control of sales force performance

Emerging trends in sales management

Technology

Customer orientation

Emerging trends in sales management

Technology

Relationship selling

Global and ethical Issues

Diversity

New selling methods