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Sales management
Presented by:
Dr. Harjit Singh
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Books for SDM
1. Professional Sales Management by
Anderon, Prntice hall of India.
2. Sales management by Still & Govani
3. ABC’s of Selling, Irwin, AITB Publishers….
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Sales Management Defined
Itis the attainment of an organization's sales
goals in an effective & efficient manner
through planning, staffing, training, leading &
controlling organizational resources.
Revenue, sales, and sources of funds fuel
organizations and the management of that
process is the most important function...
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What are the goals of sales
manager?
Sales
Revenues
Profits
Market Share
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How do they obtain their
goals?
Knowledge of the sales environment
Planning for sales
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Legal Issues in Sales
Management
1. Consumer Protection Laws: Consumer protection laws are
designed to ensure fair competition and the free flow of truthful information in the marketplace.
2. Antitrust laws: Law intended to promote free competition in the market place by
outlawing monopolies
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Ethical Issues
Creating Ethical Corporate Structure
Relationships with Customers
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International Considerations
Ethnic Composition
Religious Orientation
Social Class Environment
Education
Gender Bias
Differences in Negotiation styles
Differences in decision making
Job Status and Company Protocol
Perceptions of time
Personal Relationships…..
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Sales Planning
It is to answer the question: “Where will all the sales
come from?” The sales plan isn’t a guesstimate.
It takes its direction from the marketing strategy and
is based on thorough research and a considered
positioning of the company within the market place.
Sales planning involves predicting demand for the
product and demand on the sales assets (machines,
people, or a combination of both).
Failure to plan always means lost sales. …
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Sales Planning Contd..
It should allow for meeting increasing customer demand
for more products, services and/or customization as the
business is growing, but also react quickly when demand
decreases.
Sales planning improves efficiency and decreases
unfocused and uncoordinated activity within the sales
process.
Planning insures that when a consumer wishes to
purchase the product, the product is available, but it also
means opportunities for additional sales are presented and
the sales assets are available to exploit these
opportunities. …..
10
DUTIES OF THE SALES
MANAGER
Holds a unique position in the sales organisation.
Plans, organises, directs, staffs & coordinates whole sales
organisation.
He is the person who steers the wheels of sales organisation.
His status and power depends on the size of the organisation in
his charge.
In small firms the general manager or managing director
performs this duty.
But in big manufacturing firms there usually a sales manger.
In giant sized companies for some territories and/or products
sales managers are appointed.
Whatever the position of the sales manager, he is the guiding
and driving force of the sales organisation. 11
FUNDAMENTALS OF
SUCCESSFUL SELLING
1. Proper Knowledge of products
2. Knowledge of the goods of fundamentals
3. Follow business ethics
4. Avoidance of Unpleasant Mannerisms of social traits
5. Good Manners of social traits
6. Cooperation and Helpfulness of social traits
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