Sales Management- An Intro

Your job as a master sales man is to create

Ambiance
&
Interest
Where people want to buy
- Jeffrey Gitomer

Selling
Selling is more than a profession.
It is a way/part of life.
We are all in the field of selling

Selling is a necessity.
Competition makes selling a necessity.
Society has determined that sales people must be
offering something of value.
In fact the nature of selling has changed over the years.

Evolution-Sales function
Emerged with the industrial revolution -1760
Separate departments began to emerge.
Sales department solved market expansion.

Evolution Sales function

Mass Production Commenced

New Markets to be found

Specialized Departments for

Personal Selling
Competition Forced it
further

Personal Selling
Personal selling involves direct communication or interaction
between prospects that can lead to sales transactions, account
development and customer relationship.

Types of Personal selling

a) Industrial selling ( B2B)
b) Retail selling (B2C)
c) Service selling

Salesmanship
Its a skill
Its is the art of successfully persuading prospects or
customers to buy products or service from which
they can derive suitable benefits which can enhance
their satisfaction.

Selling and Marketing

SELLING

MARKETING

Needs of the Seller

Needs of the buyer

Focuses on product sales for revenue

Focuses on customer needs

Company manufactures and then sells

Determines customer needs and then

it

delivers the product.

Views business as goods producing and

Views business as consumer satisfying

selling process

process

Planning is short term oriented

Planning is long term oriented.

Selling customer is the last link

Marketing views customer as the very

beginning link

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Sales Management- AMA definition

The planning, directing and controlling of personal selling
activities of a business unit, including recruiting, selecting,
training, motivating equipping, assigning, routing, supervising
and paying as these tasks apply to the sales force.

Sales Management
Its is the process of attaining sales goals in an effective and
efficient manner through planning, staffing, training, leading,
and controlling organizational resources

Role of Sales management

The determination of sales force objectives and goals
Forecasting and budgeting
Sales force selection, recruitment and training
Sales force organization, sales force size, territory design
and planning
Motivating the sales force
Sales force evaluation and control

Sales Management Competencies

1) Strategic action
2) Coaching
3) Team building
4) Self management
5) Global perspective
6) Technology

Sales Effectiveness

How markets changed ?

a) Competition :- Globalization, Shorter PLC, Proliferation
b) Customers :- Fewer Suppliers, Rising expectations,
Increasing Power
c) Selling Process : Solutions selling, Sales Teams, Networks
and Productivity metrics.

Reference : Harvard Business Publishing (HBS)

Transactional Selling Model

Solutions Selling Model

Responsive to Customer Needs

Customer as a collaborative partner

Selling products and Services

Selling solutions

Product differentiation

People differentiation

Sales revenue focus

Customer Life time value

Mere Buyer- Seller Relationship

Long term relationship

Selling skills

General Business skills

Emerging trends in sales management

Customer Orientation

Technology

Relationship selling

New sales strategies

Global and ethical issues

Diversity