Sales Management

Sales management, personal selling ,salesman & salesmanship

Personal selling Salesmanship Market approach vs. sales approach Qualities necessary for sales executives
Second Lecture

Sales management Sales Management is the marketing management activity. It deals with planning, organizing, directing, and controlling the personal selling effort. This includes recruiting, training, supervision, motivation, evaluation, and compensation of sales personnel

Sales management, Personal selling & Salesmanship

Sales

management

Salesmanship

Personal selling

Salesman

Definition of Personal Selling

Personal selling
1) two-way flow of communication

2) between a buyer and seller

3) a face-to-face or real time encounter

Why are face to face and two-way important?

Advantages of Personal Selling

Provides a detailed explanation or demonstration of product

Message can be varied to fit the needs of each prospective customer Can be directed to specific qualified prospects

Instant feedback
Personal persuasion can be used A good salesman can get you to buy ice in winter

When to Use Personal Selling

Product has a high value Product is custom made Product is technically complex

There are few customers

Customers are concentrated

Selling image, not product

Personal Selling
Personal Selling is more important if...
Advertising & Sales Promotion are more important if...

Product has a high value

cars, laptop, TVs, washing machines, frig, lifts, trucks , etc

Product has a low value

Toothpaste, soaps, washing powder, bread, garments, shampoo etc

Product is custom made Product is technically complex

There are few customers Customers are concentrated

Product is standardized Product is simple to understand

There are many customers

Customers are geographically dispersed

Relationship Selling

Relationship (Consultative) Selling

A sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

LO5

Salesmanship
Salesmanship is the art of persuading the persons to buy goods and services which will give them lasting satisfaction The work of a salesman can be described by single word service, i.e. helping the customer get the most for the money he spends Selling is a buying process wherein the salesman ascertains the customers needs and satisfies through the purchase of goods and services In salesmanship it is the customers point of view that ultimately counts, there by , facilitate his buying decision process Salesmanship is persuasion and not compulsion

What are the duties of a sales manager

1. Adequate planning and setting objectives for the sales department 2. Ensuring timely execution of the plan through appropriate control mechanism 3. Assigning duties and responsibilities at all levels 4. Coordination with sales team and other departments like marketing , production, finance etc 5. Assisting top management in evolving sales polices 6. Motivating sales team and providing monetary, non monetary rewards 7. Providing effective leadership to all staff under him 8. Training & mentoring sales team 9. Recruitment and selection of effective sales team 10.Ensuring ethical code of conduct in sales team and a commitment to achieving orgnsational goals

Qualities necessary for good salesmanship

Thanks for your participation!