concepts of sales management and personal selling

sales management

1. “S” is for Sales Management

2. WHAT IS A BUSINESS MODEL The million Dollar Question

3. The Business Model Canvas

4. Describe the nature of personal selling and changes brought about the business shift to customer orientation. Outline the role of the sales force in each of the marketing mix variables. Trace the process of how sales management has changed. Define the critical role, task, and activities of a field sales manager. Assess sales management training and development activities Key Learning Objectives

5. SALES MANAGEMENT A sale is a transaction between two parties where the buyer receives goods (tangible or intangible), services and/or assets in exchange for money. Management is the process of reaching organizational goals by working with and through people and other organizational resources. Sales Management is the process of reaching organization’s “sales” goals by working with and through people and other organizational resources. Management of expectations from the Sales function of an organization Textbook Definition Desi Definition Sales Management: Introduction

6. Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. https://blog.pipedrive.com/2016/05/sales-management/ Sales Management: Huh?? Out of Text

7. Where great Sales Managers live Sales Operations Sales Strategy Sales Analysis https://blog.pipedrive.com/2016/05/sales-management/ Out of Text Where are the great sales managers?

8. Manufacturer Distributor Wholesaler Retailer Consumer Sales Force Manufacturer Distributor Retailer Consumer Sales Force Manufacturer Distributor Consumer Sales Force Manufacturer Consumer Sales Force Type of Value Offer Product Service Buying Frequency Frequent Rare Minimal Maximum Though Process Involved Personal Selling The Selling Environment

9. personal communication with an audience through paid personnel of an organization or its agents in such a way that the audience perceives the communicator’s organization as being the source of the message Buyer Seller Insurance Policy Sales Credit Card Sales Books & Encyclopedia Set Selling Avon Lady Real Estate Industry Automotive Industry Hospitality Industry Tour & Travel Packages Industrial selling IT services Human element is CRITICAL Customer Confidence is ENAHNCED Customers can act Immediately Characteristics Personal Selling: Introduction

10. Personal Selling: Roles Source: Module 2, SALES MANAGEMENT:ANALYSIS AND DECISION MAKING,6E ; Ingram Inside Order Taker Delivery Salesperson Route Salesperson Missionary Technical Salesperson Clerk who stands behind the counter. Salesperson at Chotani Jewelers Delivers the product. “ Paperwala ” “ Doodhwala ” etc Order booker. Could be Spot or Pre-Order Booker. “Cigarette wala ”, etc Aims to build goodwill or educate customers. Pharama Rep Emphasizes technical knowledge. Medical Technician, Engineering Sales Rep etc.

11. Personal Selling: Roles Source: Module 2, SALES MANAGEMENT:ANALYSIS AND DECISION MAKING,6E ; Ingram Creative Salesperson of Tangibles Creative Salesperson of Intangibles Political or Backdoor Salesperson Salesperson engaged in Multiple sale Sales person selling vaccum cleaners Salesperson selling insurance etc Selling big ticket items by servicing the customers in more ways than one. Making a sale to a group of people on the buyers side. Only one can say yes but everyone can say no.

12. Personal Selling: Roles Relationship Selling Development of successful, long term, strategic relationships between customers and suppliers Flexible Cost Effective Competitive Advantage Team Selling Sales effort using multiple personnel Value Added Selling Provision of selling services that exceed the customer’s expectations End to End Business Solution Consultative Selling Sales people who act as a problem solver for their customers ONE TWO THREE FOUR

13. Product Strategy Salespeople are closest to the customer & the market Product Development Sourcing Pricing Strategy Cost Plus Market Oriented Parity Pricing Direct Distribution Indirect Distribution Distribution Strategy Complementing Efforts Promotional Strategy Personal Selling: Role of Salesforce in Marketing Source: Module 2, SALES MANAGEMENT:ANALYSIS AND DECISION MAKING,6E ; Ingram

14. Sales Management: Then & Now

15. What are Sales Managers for? Analyze the conditions of the selling situation Plan for the immediate situation and long run Organize the sales team to achieve the objectives Oversee the sales team and improve the performance Evaluate sales performance

16. The Sales Man & The Sales Manager Sales Director Field Manager Field Executive Sales Forecasting Prime Secondary Low Achieving Sales Volume Prime Prime Low Distribution Prime Prime Prime Product Display & Merchandising Low Prime Prime Call Coverage Low Prime Prime Sales Recruitment & Training Prime Prime Low Provision of Feedback Prime Prime Low Trade Terms Low Prime Low Performance Measurement Prime Prime Low Credit Control Prime Low Low Collection of Payments Low Prime Prime Customer Service and Care Low Low Prime Order Processing Low Low Prime Maintaining Activity Records Low Low Prime Pricing Policy Prime Secondary Low Sales Promotion + Competition Secondary Prime Prime Rewards Incentives Prime Prime Low

17. The Sales Man & The Sales Manager

18. The Sales Man & The Sales Manager

19. Functions of selling – a B2B Perspective Business to Business, Marketing Management; Jim Blythe and Alan Zimmerman Identify suitable possible customers and their problems Establish a dialogue with potential customers Refine the view of the problem based on dialogue Identifying solutions which are within existing capabilities. Explain the Solution Represent the customer’s views to the supplying company.

20. Functions of selling – a B2B Perspective Area of Dialogue Business to Business, Marketing Management; Jim Blythe and Alan Zimmerman