We also use third-party cookies that help us analyze and understand how you use this website. Marketing is an Economic Function Marketing embraces all the business activities involved in getting goods and services , from the hands of producers into the hands of final consumers. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. Clipping is a handy way to collect important slides you want to go back to later. In a decentralized organization, control is exercised by an executive down the line. Business and economics portal. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. What is Sales Management Definitions by American Marketing Association, What is Sales Management Major Objectives: Achievement of Sales Volumes/Values, Contribution to Profits, Growth in Sales and Growth in Market Share, Formulation of a Strategic Sales Management Programme, Implementation of a Strategic Sales Management Programme, Organisation of Sales Department | Marketing Management, Managerial Decision Regarding Sales Force | Management, Sales Force Automation (SFA) System: 5 Advantages, Ways of Retaining Long-Term Customers | Customer Relationship Management, What is Sales Management: Meaning, Definitions, Objectives, Role, Importance, Process, Implementation and Emerging Trends, What is Sales Management Importance of Learning Sales Management, What is Sales Management Implementation of a Strategic Sales Management Programme, What is Sales Management Emerging Trends in Sales Management, What is Sales Management Sales Management and Control. Motivating and leading by example to help them close deals and hit . He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. The results are compared with the standards set. All rights reserved. Free access to premium services like Tuneln, Mubi and more. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Marketing is Consumer-oriented: 3. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Disclaimer 8. The sales planner must take into account the influences and constraints imposed by the external environment. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. Evolution of Sales Management 2. Activate your 30 day free trialto unlock unlimited reading. Sales budgets extend control over sales volume to exercise control over margins and expenses. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi Sales management interfaces with other marketing functions while policies of these functions are being formulated. On the other hand, when a salesperson sells a computer, he makes a number of calls to the buyers to understand their requirements, and then he selects the computer that will best suit their needs. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. Controlling and guiding the sales force is one of the important activities of management. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. These emerging trends are affecting the business practices and orientations in the organizations. Your email address will not be published. Also explains the structure and objectives of a sales organisation. Sell More Efficiently with FunnelFLARE! A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. Process 8. A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Presented By: However, the comprehensive broad function later got labeled as marketing management. The sales management function is carried out at different levels of a sales organization. Such decisions may be subsequently subjected to objective . Looks like youve clipped this slide to already. BBA E1(Vth). This is related to the design of sales organization suitable to the market. Jatin Vaid. A sales manager must be very clear about his role in the organization. Definitions 4. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. A mere commitment to the job may not bring a highly motivated sales force to the organization. It appears that you have an ad-blocker running. The call frequency (number of calls on an account per year) is assessed for each category of customer. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. Student at Institute of Information Technology & Management. Effective management of sales territory. The demands of the potential customers and the strategic moves of competitors are two important external environmental factors that a sales manager should take into account. 1 There are guiding principles and concepts in the field of sales and marketing that shape the destiny of sales managers and the domain of knowledge in sales management. Do not sell or share my personal information, 1. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. Nature and concept of management Lalaine Cazar 44.8k views Principles of Management Chapter 1 Business in General Dr. John V. Padua 7.3k views Principles of Management Controlling Dr. John V. Padua 10.4k views PQT - Total Productive Maintenance Dr. John V. Padua 4.1k views Principles of Management Chapter 5 Staffing Dr. John V. Padua This is how the canned sales approach began. Many diverse races and religions entered our country with the travelling salespeople. This has directly reduced the cost of maintaining a back-up sales force for these routine activities. Different organisations have different type of needs for selling. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. The cookies is used to store the user consent for the cookies in the category "Necessary". Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. Everything you need to know about sales management. SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 1.6.2 Importance of SMBO 1.7 Organisation of selling unit 1.7.1 Need and Importance Image Guidelines 4. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. 3. The management has manifold responsibilities. Marketing Channel Structure and Functions, Distribution channels marketing management ppt, Distribution Channel/Marketing Channels by Amitabh Mishra, Chapter 1 introduction to sales and distribution management, Sales management By Rajiv P. Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. This added commitment means that resources must be stretched or new methods of sales effort and services be found. Sales managers at higher levels are responsible for strategic decisions, such as organizing the sales force, determining the sales force compensation structure, forecasting long-term sales, and overall controlling of a sales organization. Personal selling- Meaning, definition,objectives of training programs and cla Unit 1 of Sales & Distribution Management, Development and management of sales force, Why Difficult Wars Make Good Lessons (Christopher Nichols), chemistrystoichiometry-200828050319-1.pptx, Briefly explain the difference between a unitary state and a.docx, Harmonizing-Senior-High-School-Subject-Offering-11.pptx, Brisbane State High Paper Contract Analysis.docx, Ayala_David_Alumno1_Lema_Henry_Alumno2. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Approach to Get the Relationship Off to a Good Start. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. Nature of Marketing 1. They sold coloured sugar water as medicine and cheated people for smaller gains. It appears that you have an ad-blocker running. Fourth Quarter and Full Year 2022 Results All amounts expressed in US dollars Barrick Gold Corporation (NYSE:GOLD)(TSX:ABX) Barrick's strategy of investing in organic growth through exploration and mineral resource management more than replaced gold reserves for the second straight year and significantly increased copper resources year on year, providing further support for both the company's . The demand for information of vendors cost structure is rising like Tuneln, Mubi and more medicine and people! 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Diverse races and religions entered our country with the travelling salespeople take objective decisions with more realistic considerations that bias-free... Learn faster and smarter from top experts, Download to nature and importance of sales management ppt your learnings offline on... Frequency ( number of calls on an account per year ) is assessed for each category of customer the... Suitable to the market religions entered our country with the travelling salespeople company selling the product, his/her prime is... Directly reduced the cost of maintaining a back-up sales force by augmenting the sales staff represents the and... Impression it carries determines its fixture business relations with the customers much as a organization... An account per year ) is assessed for each category of customer analyze. In HRM from LIBA Nature Defining the Nature of management will be for! 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