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Sales Management
Sales management, personal selling ,salesman & salesmanship
Personal selling
Salesmanship
Market approach vs. sales approach
Qualities necessary for sales executives
Second Lecture
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Sales management
Sales Management is the marketing managementactivity.
It deals with planning, organizing, directing, andcontrolling the personal selling effort.
This includes recruiting, training, supervision,motivation, evaluation, and compensation of salespersonnel
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Sales management, Personal selling & Salesmanship
Sales
management
Personal selling
Salesman
Salesmanship
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Definition of Personal Selling
Personal selling
1) two-way flow of communication
2) between a buyer and seller
3) a face-to-face or real time encounter
Why are face to face and two-way important?
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Provides a detailed explanation or demonstration ofproduct
Message can be varied to fit the needs of each
prospective customer
Can be directed to specific qualified prospects
Instant feedback Personal persuasion can be used
A good salesman can getyou to buy ice in winter
Advantages of Personal Selling
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When to Use Personal Selling
Customers are concentrated
There are few customers
Product is technically complex
Product is custom made
Product has a high value
Selling image, not product
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Personal Selling
Customers areconcentrated
There are few customers
Product istechnically complex
Product is custom made
Product has a high valuecars, laptop, TVs, washing machines,frig, lifts, trucks , etc
Personal Sellingis more important if...
Customers aregeographically dispersed
There are many customers
Product issimple to understand
Product is standardized
Product has a low valueToothpaste, soaps, washing powder,
bread, garments, shampoo etc
Advertising & Sales Promotionare more important if...
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Relationship Selling
A sales practice that involves
building, maintaining, and
enhancing interactions with
customers in order to develop
long-term satisfaction through
mutually beneficial partnerships.
Relationship(Consultative)
Selling
LO5
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Salesmanship
Salesmanship is the art of persuading the persons to buy
goods and services which will give them lasting satisfaction
The work of a salesman can be described by single word
service, i.e. helping the customer get the most for the money
he spends
Selling is a buying process wherein the salesman ascertains
the customers needs and satisfies through the purchase of
goods and services
In salesmanship it is the customers point of view that
ultimately counts, there by , facilitate his buying decision
process
Salesmanship is persuasion and not compulsion
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What are the duties of a sales manager
1. Adequate planning and setting objectives for the sales department
2. Ensuring timely execution of the plan through appropriate controlmechanism
3. Assigning duties and responsibilities at all levels
4. Coordination with sales team and other departments like marketing ,
production, finance etc5. Assisting top management in evolving sales polices
6. Motivating sales team and providing monetary, non monetary rewards
7. Providing effective leadership to all staff under him
8. Training & mentoring sales team
9. Recruitment and selection of effective sales team
10.Ensuring ethical code of conduct in sales team and a commitment toachieving orgnsational goals
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Qualities necessary for good salesmanship
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Thanks foryour
participation!
