Introduction

SALES & SALES & DISTRIBUTION MANAGEMENTDISTRIBUTION MANAGEMENTMANAGEMENTMANAGEMENT

SELLING AND MARKETINGSELLING AND MARKETING

• WHAT IS SELLING?

• WHAT IS MARKETING?

• WHAT IS THE DIFFERENCE BETWEEN

SELLING AND MARKETING?

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Selling is Both an Art and a S iScience

Selling takes practice, just like golf or tennis

Selling is also a science because a growing body ofSelling is also a science because a growing body of knowledge and objective facts describe selling

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How Does Selling Differ from M k ti ?Marketing?

Marketing is a pre-development functionMarketing is a pre-development functionMarketing looks for unmet needs and customerpreferencespreferencesMarketing is increasingly becoming a strategicfunction which handles company brand as well asfunction which handles company brand as well asproduct brandsMarketing now has well-established theories and bestMarketing now has well established theories and bestpractices

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FUNDAMENTAL OF

SALES MANAGEMENT

SALES MANAGEMENTSALES MANAGEMENT

Sales Management is “the planningSales Management is the planning,direction, and control of personal

lli i l di iti l tiselling, including recruiting, selecting,equipping, assigning, routing,supervising, paying and motivating asthese takes apply to the personalpp y pSalesforce.

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ObjectiveObjectiveObtaining Sales VolumeObtaining Sales Volume

Providing Profit Contributiong

Continuing Business Growth

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What is Selling?

Selling is just one of many marketing

What is Selling?

Selling is just one of many marketingcomponents

Personal selling includesgPersonal communication

Information

Persuasion

Helping othersG dGoods

Services

Ideas

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Ideas

Everybody Sells!e ybody Se s!

Each of us develops communication techniques for Each of us develops communication techniques for trying to get our way in life

You are involved in selling when you want You are involved in selling when you want someone to do something

You use persuasion skills to persuade someone to You use persuasion skills to persuade someone to act

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What Salespeople are Paid to DoWhat Salespeople are Paid to Do

Salespeople are paid to sell – that is their jobSalespeople are paid to sell that is their job

Performance goals are set for:Themselves – In order to serve others and earn a living Themselves In order to serve others and earn a living and keep their job

Their employers – So the companies will survive

Their customers – To fulfill needs and help organizations grow

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How Do You Sell Someone and Remain F i d ?Friends?

Salespeople need to close sales and at the same time Salespeople need to close sales and at the same time maintain a great relationship with their customers

What does this require?q

This is what you will learn in this course

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Types of Sales JobsTypes of Sales Jobs

RetailRetail

Direct

WholesalerWholesaler

Manufacturer

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cont…cont…

Selling for a WholesalerSelling for a WholesalerFor resale

For use in producing other goodsp g g

For use within an organization

Selling for a ManufacturerWorking for the firm who manufacturers the product

Usually one of the most prestigious jobs to hold

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The Sales Person’s Mental PreparationThe Sales Person s Mental Preparation

S-A-L-E-S

S for Self-Confidence

A for AppearanceA for Appearance

L for Listening

E for EnthusiasmE for Enthusiasm

S for Service

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Exhibit 1.7: A Sales Personnel Career PathS s s C

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RewardsRewards

Non-financialNon financialIntrinsic reward of knowing you’ve skillfullydelivered a sales presentationdelivered a sales presentation

Quick path to managing large amounts ofresponsibilityresponsibility

Quick path to managing others

FinancialFinancialHigher average salary than that of other workersat the same level within the organization

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at the same level within the organization

Based upon performance, not tenure

Personal Characteristics Needed to Sell for B ildi L t R l ti hiBuilding Long-term Relationships

Joy in work

Harmony in relationship

Caring for customer

Patience in closing the

Self-control in emotions S l closing the

sale

F i

Salesperson

Kind to people

MorallyFaithful to

Fairness in the sale

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Morally ethical

Faithful to your word

Sales Jobs Are Different

Salespeople:Salespeople:Represent their companies to the world

W k i h li l i iWork with little or no supervision

Require more people skills

f fAre often allowed to spend company funds

May require travel and being away from home

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What Does a Salesperson Do?What Does a Salesperson Do?

Creates new customersCreates new customersSells more to present customersBuilds long-term relationshipsg pProvides solutions to customer’s problemsProvides service to customersHelps customers resell products to their customersHelps customers use products after purchaseBuilds goodwill with customersP id i h k i f i

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Provides company with market information

The Future of Salespeople: Skills R i dRequired

Learning conceptual skillsLearning conceptual skillsExample: planning

L i h killLearning human skillsExample: working with customers

Learning technical skillsExample: selling skills

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THANK YOUTHANK YOU

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