SALES MANAGEMENT

Cross Functional relationship Inter-departmental relations and coordination 1. Formal Coordination Methods 2. Informal Coordination

Coordination of Personal selling with other marketing activities

1. Advertising
2. Marketing Information 3. Service 4. Physical Distribution

SALES MANAGEMENT

Sales Organisation

COORDINATION OF PERSONAL SELLING WITH OTHER DEPARTMENTS 1. Production

2. R. & D.
3. Personnel 4. Finance 5. Accounting 6. Purchasing 7. Public Relations 8. Legal

SALES MANAGEMENT
SALES DEPARTMENTS EXTERNAL RELATIONS 1. Final Buyer Relations 2. Industry Relations

Sales Organisation

3. Government Relations
4. Educational Relations 5. Press Relations

SALES MANAGEMENT

Types of Selling 1. Trade Selling

2. Missionary Selling
3. Technical Selling 4. New Business Selling

SALES MANAGEMENT

VALUE PROPOSITION Every manufacturer offers some benefits different from competitors which give value to customers The full mix of the benefits upon which a brand is positioned is called VALUE PROPOSITION This can be explained by the following matrix;

Price More More Benefits Same Less

Same
Less

SALES MANAGEMENT

Life Time Value Creation For every salesman it is pertinent to know the customers views and must identify what benefits customers What does a customer think about the company and its products What are his WANTS What he does with product What worries him most

Observe whom they admire and interact with more Who and what influences him most Key Accounts Management