BUSINESS DEVELOPMENT SALES

AND NEGOTIATION

LECTURE-7
TOPIC’S TO BE COVERED TODAY

The sales function and success in selling:

• Evolution of Sales
• Nature and Importance of Sales
• Emerging trends of Sales
• Understanding Sales profile
• Role and skills of Modern Sales Manager
• Sales as career
WHAT IS THE DIFFERENCE
BETWEEN SELLING AND
MARKETING ??
 INTRODUCTION

• Only department or function in an organization that generates

revenue is the sales department.

• Salespeople working in an organization are employed as the

firm’s link to the customers.

• Sales is the target and marketing supports in achieving it.

 EVOLUTION OF SALES
MANAGEMENT

• Prior to Industrial Revolution, which began about 1760 AD,

Manufacturers had commanding influence on economy.
• Manufacturing received most of the attention
• Selling to nearby customers was never a problem
• After Industrial revolution in US and UK, everything changed.
• Large Scale manufacturers, there was a need to expand the
market.
NATURE AND IMPORTANCE OF
SALES MANAGEMENT
The nature and characteristics can be explained by:
• Its integration with marketing management (Field & HQ)
• Relationship selling (transactional, value added, collaborative)
• Varying sales responsibilities ( order, delivery, sales support,
technical support, technical sales, demand creator, solution
vendor)

• “Sales management means the planning, direction, control of

personal selling, including recruiting, selecting, assigning, routing,
supervising, paying and motivating as these tasks apply to
personal salesforce.”
EMERGING TRENDS OF SALES
MANAGEMENT

Technology

Relationship
Global Ethical Selling
Issue

Emerging
trends in Sales
Management

E-Selling Diversity

Customer
Orientation
 SALES MANAGEMENT
POSITIONS
• Accounts Executives • Sales Advisors
• Account Representatives • Field Executives
• Sales Account Managers • Insurance Advisor
• Customer Relationship Manager • Sales Consultants
• District Representative • Professional Service
Representative
• Territory Manager
• Medical Representatives
• Business Development
Executives • Marketing Representatives
TYPES OF SALES MANAGERS

CEO/
President

VP sales/VP
Marketing
National Sales
Manager
Regional/Zonal/Divisional
Sales Manager
Branch/Area/District Sales
Manager
Sales Trainee/Sales person/Sales
Representatives
ROLES AND SKILLS OF MODERN
SALES MANAGER
• Sales manager is a team leader rather than a boss
• Sales manager directs, advises and gives authority to take
decisions.
• Plays a Strategic Role: Inputs on marketing and sales plan
• Work as member of corporate team
• Work as team leader
• Mange multiple sales channel
• Use latest technologies to build buyer seller relationship
• Continually updating information and understanding the
changes in environment.
ROLES AND SKILLS OF MODERN
SALES MANAGER
• People skills: Ability to motivate, lead, communicate,
coordinate

• Managing skills: Ability to manage salesforce, skills like

POCD

• Technical skills: Functions such as training, selling,

negotiating as well as the ability to use computers.
 SALES AS CAREER

• One of the most financially rewarding occupations

• Exciting and Challenging

• Attractive compensation plans for salesperson

• After initial training, compensation package includes Fixed

Amount (Salary), Variable amount (commission/profit
sharing/bonus) and Benefits (Insurance, Medical
reimbursements, paid vacations, mobile bill, travelling
allowances, food/refreshments)
 SALES AS CAREER

Other than Financial rewards:

• Sales persons are given non-financial rewards such as Awards,
Recognition and Promotions
• Personal Satisfaction
• Not restricted to rigidity of office

## Most CEO’s come from Sales and Marketing background than

from any other functional area. Major reason is that sales people
understand the business from customer’s perception and are
closest to the customers.
 WHO THEY WERE….???
WHO ARE THEY TODAY….?
• Samuel Palmisano

• Warren Buffett

• Howard Schultz
THANK YOU!!!