CHAPTER ONE Introduction to Selling and Sales Management
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Transcript CHAPTER ONE Introduction to Selling and Sales Management
CHAPTER ONE
Introduction to Selling and
Sales Management
WHAT IS SALES
MANAGEMENT?
...the management of the
corporation’s personal selling
function
THE SALES MANAGER
Prepares budgets
Sets goals and objectives
Estimates demand and sales
Determines sales force size and structure
Recruits, selects and trains
Designs territories/setting quotas
Compensates, motivates and leads
Evaluates performance
Sells!!
THE STAGES OF SALES
MANAGEMENT
Understanding the personal selling
function and its role in the firm
Designing the sales organization
Developing the sales force
Directing the sales force
Determining sales force
effectiveness and performance
THE SALES MANAGER
Plans
Leads
Controls
WHAT IS SALES
MANAGEMENT?
“The planning, implementing, and
control of personal contact programs
designed to achieve the sales and
profit objectives of the firm.” (Text,
page 8)
THE CHALLENGE OF
SALES MANAGEMENT
?
THE CHALLENGE OF
SALES MANAGEMENT
Utilization of different sales channels
Globalization of business
Emphasis on ethics
Longer selling cycles/More decision
makers
Partnerships
Custom-made business solutions
Emphasis on quality
GLOBAL ISSUES
Suppliers, competitors, and
customers are located around the
world!
ETHICAL ISSUES
Ethical considerations should be
integrated into decisions and not
considered after decisions have been
made.
SELLING CYCLES / MORE
DECISION MAKERS
Decisions are made not just for
today!
Involvement of many (Buying teams)
PARTNERSHIPS
Companies are looking for long term
relationships with their vendors
CUSTOM MADE
SOLUTIONS
Buyers do not want “pat” solutions
to their problems
Sales people must be armed with upto-date information
Sales people must be charged with
responsibility and authority.
EMPHASIS ON QUALITY
Total Quality Management (TQM)
Sales is a vital link in this process
Tenets of TQM
•
•
•
•
Making continuous improvements
Having zero defects
Doing it right the first time
Employee involvement
THE LIFE OF THE SALES
MANAGER
Travel
Paperwork
Meetings
People
Sales
Selecting Employees
Fire Fighting
Market Exposure
Managing
SALES MANAGEMENT
SKILLS
Leadership Skills
Communication Ability
Ability to “See the Big Picture”
Ability to Manage Himself/Herself
A high level of Ethical and Social
Responsibility
Empathy and Enthusiasm
SALES CHANNELS
Personal Selling
• Field Selling
• Major Account Selling
• Network Selling
Telemarketing
Internet
Others….
FROM THE TEXT...
Read pages 4 to 24