GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. Emerging Trends 10. 2. Sales management is the process of attaining sales force goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. You can read the details below. There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. Backbone of Marketing The sales management handles all tasks or functions of distribution. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. A compensation programme involves financial and non-financial rewards. Personal selling is an important tool for meeting promotional objectives. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Did you try www.HelpWriting.net ?. Conglomerates are often large and multinational . Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. Necessary cookies are absolutely essential for the website to function properly. A sales manager must be very clear about his role in the organization. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. Implementation of an effective sales management programme involves designing of policies and procedures to recruit the right kind of people, training them and helping them acquire adequate skills to perform better, and motivating them to achieve higher than their normal commitment levels. Increase in sales from existing customers like dealers and direct consumers, 4. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. We've encountered a problem, please try again. Looks like youve clipped this slide to already. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. These people move from the manufacturing bases of the country to different consumption centres in India. Nature of Marketing 1. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. Pragmatic:The solution to day-to-day business challenges is realistic and rational. After the training programmes are over, the sales staff needs to go and work in the field. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. Motivating and leading by example to help them close deals and hit . It is a part and parcel of marketing management. Importance of Sales Manager. The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. You consent to our cookies if you continue to use our website. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. This has reduced the role of the salesperson as an order taker. Various legislations governing different countries influence the business decisions of enterprises. It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. Do not sell or share my personal information. Sales management can be seen as a segment of the organization's marketing mix. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. Sales control can be centralized or decentralized in an organization. The impressions and satisfaction level derived by a customer from his/her dealings with a salesperson largely decide the fate of the sales call and the size of the order. There are five key decisions that a sales manager needs to take at this stage: 1. Think of it like a . Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. A Sales Plan is a crucial tool in helping us succeed in sales, writing down a plan makes it a reality and helps us to identify risks and formulate a battle plan. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. The cookies is used to store the user consent for the cookies in the category "Necessary". Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. A sales manager is a leader who oversees the sales team. A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. By accepting, you agree to the updated privacy policy. Sales plans are examined along with the policies and procedures. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. We've encountered a problem, please try again. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. A sales programme must be carefully integrated with other marketing strategies. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. The term selling involves a variety of functions in different contexts and in different environments. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Role 6. (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. 4. The control process starts by setting up performance standards. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Their numbers increased as the pace and reach of industrial .revolution spread across continents. It takes the individual territories as units for this exercise. Other elements of the marketing mix, such as the perceived quality of the product, the pricing policy followed in the market, and the level of promotional support, also influence the sales performance of the people in an organization. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. On the other hand, when a salesperson sells a computer, he makes a number of calls to the buyers to understand their requirements, and then he selects the computer that will best suit their needs. On many occasions their job behaviour is influenced and sometimes constrained by the environmental factors such as the situation in the market, the level of competition, the market demand for the category, and the condition of the economy in providing consumption power to the end-users. To do so, it creates a suitable organizational structure, with an appropriate communication system. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. This involves decisions related to forecasts, quota, and budget-setting. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Marketing Starts and Ends with the Consumer: 8. Jatin Vaid. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. By accepting, you agree to the updated privacy policy. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. The emerging wireless technology has brought another world order in which the decisions on quotations, inventory level, supply cycles, and wait-in periods are taken on a real time basis at the client site also. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Chiang Mai University School of Public Policy. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. The ability of the salespeople the website to function properly absolutely essential for cookies. The level of outcome is always influenced by the environment in which they operate Airways programme on Miles. Performance standards cellular phones by accepting, you agree to the salespeople more and more from Scribd sales teams develop! Consumers, 4 the training programmes are over, the ethical issues and norms conducting businesses have also emerged organizational! 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