History of

sales management

Ramsha Naeem

SOME KEY THOUGHTS..

Selling has been around since there were goods to trade. The role of the salesperson has evolved . . . becoming more professional. Salespeople play an important role in creating and maintaining a strong economy. Salespeople are solution providers. Sales is a process focusing on initiating, developing, and enhancing customer relationships.

EVOLUTION OF PERSONAL SELLING

Peddlers selling door to door . . . served as intermediaries 1800s Industrial Revolution Selling function became more structured

Post-Industrial Revolution

1900s War and Depression

2000s Modern Era

Business organizations employed salespeople

Selling function becoming more professional

EARLY HISTORY OF SELLING

The earlier concept of selling was: After purchasing goods, the person re sold them in another geographical region Their main purpose was the physical distribution of goods not personal selling. They were not classified as true sales person

PERSONAL SELLING IN ENGLAND

Three concepts were introduced

Agricultural Middleman Purchased good from farm and carry them to market place They are called as the final separation between trading and personal selling

Town Economy
Good exchanges on barter bases Specific day set as market day Inadequate road networks

Bagman
They marketed the goods from developing factory system Manchester textile firm were the first to establish this type of sales force

Sidra

Naeem

1800( EARLY AMERICAN EXPERIENCE) Yankee Peddler Wagon Peddler

Credit investigators

Greeters

Drummers

CONTRIBUTION OF EARLY AMERICAN

SALESMAN The nation standard living improved The goods sold were otherwise unavailable to people located away from the centers Selling served as a training ground for entrepreneurs. Yankee peddlers were the only source of information in this era, latter on Drummers performed the similar function

SELLING IN TWENTIETH CENTURY

Businesses have moved from production era, through the sales era, to widespread acceptance of marketing concept. From production to sales: Emphasize on producing the product rather then marketing. manufacturing method led to the production of surpluses and a buyers market This was the re emergence of sales function and the beginning of what could be called the era of modern drummer.

SELLING IN TWENTIETH CENTURY

Before world war 2, two significant events took place 1. Great depression of 1930`s in this era personal selling is considered as negative attitude, here concept of MARKETING arises. 2.Secong event was creation and rapid growth of company's sales efforts 3.Previously this activity is performed by ` personal sellers``

SELLING IN TWENTIETH CENTURY

1. 2. 3. 4. 5.

After second world war sales professionalism continued to develop. Considered as era of modern sales Companies increase sales force Hired college graduates as sales personnel Emphasis training of sales personnel Efforts to raise sales to professional status

Hussain

Traditional sales approaches

In this sales man behavior was regarded as a key approach Success of failure depend entirely on how sales man handled the situation

Canned Sales Presentation

A prepared, structured sales scripts memorized by the sales person ( door to door selling concepts) Company provides sales person a best way to sell

Stimulus Response Theory

The correct selling statement or action A successful sale

Selling Formulas

Sales person leads prospects through distinct stages of the buying process in a persuasive manner AIDR( attention, interest, desire, resolve)

EMERGENCE OF MARKETING CONCEPT

Best describe as a philosophy of customer orientation. As salespeople become more professional, they became more customer oriented ,in line with the customer oriented concept. Selling continue to change in 1970s. The problem solving role of the sales person receive special emphasis

PROBLEM SOLVING ROLE

The emerging view of professional selling was the help customer to buy rather than attempting to sell them something. Increase emphasize on solving customer problem and building long term relationships. Sales person learned question this replace the concept of sales presentation.

Munim

FACTORS CONTRIBUTED TO GROWTH OF

SELLING

Increased sophistication of buyers

Further professionalization of purchasing managment

Wider adaptation of marketing concepts

Better training of sales people

TEAM WORK IN SELLING

Todays sales person instead of being loner are far more likely to be a part of team working together toward the group goal. system selling(team approach to selling) was the concept introduces in 1970s to market computer. Instruments, machine tools, and other complex equipment. It requires sales person to bring all relevant components of the firm to bear in solving customers problem

SALES ACTIVITIES AND TASKS

Sales activities are carried out by sales people and they are categorize by their tasks. Sales tasks and activities vary from industry to industry.

Sales persons are classified in 2 selling divisions:CREATIVE selling Service selling

Hafiz Shafique

CLASSIFICATION OF SALES TASKS

More extensive classification of sales task is: 1. Development 2. Missionary 3. Maintenance 4. support

EXTENDIND SALES CLASSIFICATION OF SALES

Thomas Wotruba gives various forms of sales people and their selling tasks. He defines 5 stages in evoluation of selling as follows: 1. Provider 2. Persuader 3. Prospector 4. Problem solver 5. procreator

SELLING IN 1990`S
Changes in professional selling continue as year 2000 approaches. Larry Wilson point out that: ``customers are buying not only a product , but also a relationship with sales person```

Madiha

CONTINUED..
o o

Customers want value added services that exceed their expectations. Modern sales approaches were introduced like partnering , relationship selling, team selling", "value added selling and consultative selling. Each of these approaches suggest the selling process is to develop long term relationship with customers.

CONTINUED..
More

recently, Kaylene, Spiro and Fine developed a model of salesperson ----customer relationship. They involve interactive communication skills of sales persons, such as careful listening , speaking skills.

BUSINESS

TO- BUSINESS BUYING

sales person dealing with business to- business and organizational purchasing face a special set of problems because Process is longer and complex. Buyers are more knowledgeable More demanding than customers