Basic of Sales Management

SALES MANAGEMENT

Emraan At

Multan

SALES POMOTION : promotion done for any transaction results in earnings.

PERSONAL SELLING : promotion that brings the human element into marketing transactions.

SALES PEOPLE : a person whose prime responsibility is to develop accounts, work alone, as

he is real player, being non-part of management makes calls to propects to generate sales of a product

or service.

SALES MANAGER : Manager whose responsibility is to develop people, get job

done through people, coach people, must be able to sell company’s plans to company’s

representatives.His other job description includes recruiting,

Select, train, motivate, run branch office, look after key accounts, correspond with

other departments for work

sales people generate income for the company by conveying persuasive messages

ROLE OF A SALES FORCE IN MARKETING MIX

NATURE OF PERSONAL SELLING

SALES PEOPLE ARE MORE THAN PERSUADORS, NEGOTIATORS, PROBLEM SOLVERS, FLEXIBLE, AND CREATIVE PEOPLE.

MODERN MARKETING CONCEPT

MODERN SALES APPROACHES

PERSONAL SELLING IN

MARKETING

MIX

PERSONAL SELLING

IN MARKETING

MIX

PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN PRODUCT STRATEGY

¤ product development¤ Participate in test marketing

¤ help in product sourcing

PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN PRICING STRATEGYsales people & managers can assist in pricing in number of ways .some are :

PERSONAL SELLING IN MARKETING MIX

• CHANNEL OF DISTRIBUTION IS THE ROUTE THAT A TITLE TO A PRODUCT TAKES FROM PRODUCERS TO ULTIMATE USERS.

DIRECT DISTRIBUTION INDIRECT DISTRIBUTION

ROLE OF PS IN DISTRIBUTION STRATEGY

direct distribution is form of ownership transfer in which the ultimate buyer

acquires title directly from the manufacturer of the

product.

indirect distribution is a form of ownership in which intermediaries are involved

which buy and resell the title.

PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN PROMOTION STRATEGY

the presentation of informative & persuasive messages into a firm’s target market as an attempt to stimulate sales is

PROMOTIONSales people generate positive attitude and high level of

interest on the part of message recipient. So PS is vital way of doing it, As it is said

” Nothing Happens Until Somebody Sells Something”

WHAT IS SALES MANAGEMENTIT IS A MANAGEMENT OF PERSONAL SELLING FUNCTIOMS.

SO TASKS FOR SALES MANAGER ARE AS: ANALYZINGSales records, Sales people reports, Market trends, etc.

PLANNINGSetting objectives

ORGANIZINGSetting up structures and procedures.

DIRECTINGStaffing & supervising of day to day implementation of sales policies and programs.

CONTROLLINGPerformance comparison from actual and planned sales results & correction of any deviations

if any occurs

SALES MANAGEMENT CYCLE

VOLUME OF SALES BY TYPE OF SELLERS

EFFECTIVE SALES MANAGER TRAITS ARETRAITS

1 CHANGE AGENTS

2 EXTERNALISTS

3 INFLUENCERS

4 DEVELOPERS

5 REVENUE ENHANCERS

6 PROACTIVE

7 INNOVATORS

8 HUSTLERS

9 SCRAMBLERS

10 NETWORK BUILDERS

11 TEAM PLAYERS

12 BOUNDARY CROSSERS

13 RESOURCE SHARERS

COMMON TITLES FOR THE FIELD SALES MANAGERINDUSTRIES TITLES NEED TO DESCRIBE FSM

PETROLEUM MARKETING TERRITORY SALES REPRESENTATIVES

ACCOUNT REPRESENTATIVE

RETAIL REPRESENTATIVE

TERRITORY MANAGER

AREA MANAGER

PHARMACEUTICALS DISTRICT SALES MANAGERS

SALES REPRESENTATIVE

FIELD MANAGERS

ZONAL MANAGERS

PUBLISHING DIVISIONAL MANAGERS

REGIONAL MANAGERS

SALES SUPERVISORS

TRANSPORTATION SERVICES ACCOUNT SUPERVISORS

AREA SALES MANGERS

SALES MANGERS

CORPORATIONS MARKETING MANAGER

GENERAL MANAGER

UNIT MANAGER

OFFICE EQUIPMENT SALES MANAGER

THE SALES MANAGER’S BOUNDARY-SPANNING ROLE

LEVELS OF TRANSITION

THERE ARE 4 LEVEL OF TRANSITION IN A SALES MANAGEMENT :

1.INDIVIDUAL CONTIBUTOR TO FUNCTIONAL MANAGER

2.FUNTIONAL MANAGER TO REGIONAL MANAGER

3.REGINONAL MANAGER TO NATIONAL MANAGER

4.NATIONAL MANAGER TO GENERAL SALES MANAGER

CRUCIAL TRAITS FOR

FIRST – LEVEL SALES MANAGERS

1 Motivation -enthusiasm toward all major tasks with no strong aversion to any required tasks

2 Human relation skills

3 Higher than average energy

4 Ambition - strong personal desire to achieve and advance

5 Human interaction - appropriate level of enjoyment from dealing with people

6 Persuasiveness - interest in “persuasive involvement” rather than tendency to “bully”

7 Behavior flexibility

8 Perception of threshold social cues - sensitivity

9 Intellectual ability

10 Personal impact - i. e., charisma