SALES

MANAGEMENT

Sales Management
Sales Management is planning,
directing and controlling of personal
selling including recruiting, selecting,
equipping, assigning, routing,
supervising, paying and motivating the
salespeople as these tasks apply to the
personal salesforce.

Difference between Sales and Marketing

Starting
point
Factory

Focus
Factory

Means
Selling and
promoting

Ends
Profits though
sales volume

Selling concept
Market

Customer
needs

Coordinated
marketing

Market concept

Profits through
customer satisfaction

Difference between Marketing

and
Selling
1) Emphasis on product.
1) Emphasis on customer needs &
wants.
2) Company manufacturers the
product first and then decides to
sell it.

2) Company first determines

customers needs and wants and
then decides on how to deliver a
product to satisfy their needs.

3) Management is sales volume

oriented.

3) Management is profit oriented.

4) Planning is short term

oriented in terms of todays
products and markets.

4) Planning is long term oriented in

terms of new products, tomorrows
markets and future growth.

5) Stresses needs of a seller.

5) Stresses needs of a seller.

6) Views business as a goods

producing process.

6) Views business as a consumer

satisfying process.

7) Emphasis on staying with

existing technology and reducing
costs.

7) Emphasis on innovation,
providing better value to the
customers by adopting a superior
technology.

8) Selling views customers as a

last link in business.

8) Marketing views customers as

the very beginning of a business.

Qualities of Sales
Ability to estimate customers needs & desires
Executives

Business sense
Courtesy
Creative
Curious
Enthusiastic
Flexible
Friendly
Integrity (customer should trust him)
Interest in job
Knowledge
Persuasiveness

Strategic Sales Management

Program
The Environment
External Environment

Internal Environment

Potential Customers
Objective & Mission
Competition
Human Resources
Legal & Potential Env.
Financial Resources
Technological Env.
Capacity utilization & production Process
Natural resource
Innovation cycle & research and
social & cultural Env.
development activities

Marketing Strategies
Product and product lines
Pricing Policy
Distribution strategy
Promotion Policy
Advertising & sales promotion

Sales Management Functions

Account Mgt Policy
Sales Force
Sales Planning,
Sales force deployment
Organisations Forecasting
territory design, route
planning

Technology

Customer orientation

Emerging trends
in sales
management

Relationship selling

Technology

Global and ethical

Issues

Diversity

New selling methods

Emerging Trends in Sales Management

Types of Selling

Inside Order Taker

Order
Takers

Delivery Sales
People
Outside Order
Takers

Selling
Function

Order
Creators

Missionary Sales
People
New Business
Sales People
Front Line
Sales People

Order Getters

Organizational
Sales People
Consumer
Sales People

Sales
Support
Sales
people

Technical Support
sales People
Merchandisers