Transcript Sales Management MKTG 637-2 Sales Management Course syllabus is online at http://online.sfsu.edu/~perttula/Sales/637Sp 04.htm Sales Management 5th ed. • By Ingram; LaForge; Avila; Schwepker; Williams Spring 2004

Sales Management
MKTG 637-2 Sales Management
Course syllabus is online at
http://online.sfsu.edu/~perttula/Sales/637Sp
04.htm
Sales Management
5th ed.
• By Ingram; LaForge; Avila; Schwepker; Williams
Spring 2004
What you are to do in this course
• Learn about sales management and
how it fits into the business operation
• Learn about forecasting sales
• Learn about making effective
presentations and make one
See course outline
Spring 2004
Wall Street Journal
recommended
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Go to http://subscribe.wsj.com/semester
Enter 941
Choose San Franc St U
Choose Perttula, Leslie
Select your term: one semester is $34.95
Spring 2004
Module One
The Changing World
of Sales Management
Spring 2004
A Day in a Sales Manager’s Life
An Expert’s Viewpoint:
Von Oliver is currently national sales manager for a
division of Lockheed Martin Corp. Von’s typical day starts
at 7:30 A.M. going through e-mail and prioritizing the days
events. During the morning he will review reports, and
spend time with his sales reps. He will have lunch with
customers and spend the afternoon making sales calls
with his sales reps. He spends late afternoon reconciling
the days activities and setting his agenda for the next day.
Action
Spring 2004
A Day in a Sales Manager’s Life
An Expert’s Viewpoint:
Result
Von Oliver is involved in a variety of different activities.
He spends much of his time interacting with
individuals, especially salespeople and customers.
But, he also plans strategies and continuously
monitors performance. In other words, he performs all
the major sales management functions.
Spring 2004
Sales Management Model
Describing
the
Personal
Selling
Function
Defining the
Strategic
Role of the
Sales
Function
Spring 2004
Developing
the Sales
Force
Directing
the Sales
Force
Determining
Sales Force
Effectiveness
and
Performance
Sales Management Trends
Transactions
Relationships
Individuals
Teams
Sales Volume
Sales Productivity
Management
Leadership
Local
Global
Spring 2004
Sales Teamwork Approaches
Core Selling Team
Selling Center
Relatively permanent,
customer-focused group
Relatively temporary,
transaction-focused group
Membership determined by
job assignment to a specific
buying organization
Membership determined by
involvement in sales
transaction
One team per buying unit
One selling center per
sales opportunity
Spring 2004
Sales Teamwork Approaches
Core Selling Team
Selling Center
Membership
relatively stable
Membership
very fluid
Characteristics of team
depend on characteristics
of buying organization
Characteristics of team
depend on characteristics
of sales opportunity
Mission is strategic with
respect to the buying
organization
Mission is tactical
with respect to the
sales opportunity
Spring 2004
Teams
• Companies like IBM and HP-Compaq,
which sell customized combinations of
computer hardware and software, use
teams of salespeople and technical
experts who work closely with the
customer’s buying team
• Very expensive way to sell
Spring 2004
Leadership Trends
Yesterday
Today
Natural resources
defined power
Knowledge
is power
Leaders commanded
and controlled
Leaders empower
and coach
Leaders
were warriors
Leaders
are facilitators
Managers
directed
Managers
delegate
Spring 2004
Effective Sales Managers:
Utilize a Strategic Perspective Focused
on Customers
Attract, Keep, and Develop Sales Talent
Leverage Technology
Spring 2004
In-class written assignment
• What have I learned so far in the
sales management course after 3
class meetings?
Spring 2004