Sales management 

 Sales Management is a part of Marketing Management.

 Sales Management can broadly be defined as – The Planning,
 Direction and Control of the Personal Selling function in an
 Organization, which includes
 a) Recruiting (e) Selecting
 b) Equipping (f) Assigning
 c) Routing (g) Supervising
 d) Paying (h) Motivating ………….
 the Sales Force involved directly or indirectly in the Personal Selling
 function.
 Sales Management can also be defined as – the planning, Organizing,
 Leading and controlling of the Personal Selling function.



Objectives of sales
management
 The fundamental objectives of Sales Management are :


 Generating Sales Volume.

 Contribution towards the profits of the Organization.
 Ensuring continued growth in business.
Selling Process

Prospecting/ Qualifying

Preapproach/ Planning
Identifying Needs

Identifying Needs
Approach

Presentation

Handling Objections

Closing the Sale

Follow up
1. Prospecting
 Salesperson locates and qualifies prospects


2. Preapproach
 Salesperson determines sales call objective, develops

customer profile, customer benefit program, and

selling strategies. Customer’s needs are
determined.

3.Approach
 Salesperson obtains interview,meets prospect,and
begins individualized sales presentation.Needs are
further uncovered.

4. Presentation
 Salesperson relates product benefits to needs, using

 demonstration, dramatizations, visuals, and proof

statements.



5. Trial close
 Salesperson asks prospect’s opinion on benefits

during and after presentation.


6. Objections
 Salesperson uncovers objections.


7. Meet Objections
 Salesperson satisfactorily answers objections


8. Trial Close
 Salesperson uses another trial close to see if

objections have been overcome; or if presentation

went smoothly before the close, to determine if the
prospect is ready to buy.

9. Close
 Salesperson has determined prospect is ready to buy

and now asks for the order.


Sales force structure
 Territorial Structure: Assigns each sales
person a territory in which to sell
company’s products/services.
 Product Structure: Sales people sell along
product lines.
 Customer Structure: Organize sales
people along customer or industry lines.
 Complex Structures: When a company
sells a wide variety of products to many
types of customers over a broad
geographical area.
INCREASING NOS. OF
SALES
 Once a company has set the above strategy
and structure it is then ready to consider
the sales force size. Increasing their
number will increase both sales and costs