MODULE 1

Salesmanship
Knack of selling. It is the art of convincing the customer to buy a given product or service. Salesmanship is the ability to persuade people to buy goods or services at a profit to the seller and a benefit to the buyer.

Sales Management
Direction of sales force personnel. Sales Management is the attainment of sales force goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources Futrell 1998

planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force.
American Marketing Association

Firm

Sales Manager

Sales Reps

Customer

Value

Sales Management Process

Formulation of Strategic Sales Management Programme

Implementation of Strategic Sales Management Programme

Evaluation and Control of Sales Force Performance

Strategic Role. Management of Sales Channel. Analyzing Market Environment. Finalize sales force organization, size, territories, quotas. Forecasting and budgeting. Selecting, recruiting and training of sales force. Motivating and leading sales force. Design compensation plan and control system. Design career growth plan. Coordination with other departments.

Roles & Responsibilities of Sales Manager

Evolution of Sales Management

Pre-Industrial Revolution Industrial Revolution

Newly built factories were Small scale enterprises turning out huge dominated the economic quantities of goods. scene and selling was Continued expansion of industries demanded not a problem. expansion in sales Only problem was to coverage. produce goods for With increase in the size nearby customers. of companies functional Single individual used to departments were established. be manufacturer & seller.

Sales as a separate department

Tackled problem of market expansion but communication problem remained. Gradually manufacturers shifted portion of marketing function to middlemen. Initially retailers came to picture. Then large retailers started making sub retailers. This with time evolved as wholesale function.

seller

consultant

selling goods

giving solutions

The primary reason a person does not buy is his/her fear of making a bad decision.

Objectives

Increase in Sales Volume

Continuing Growth
Minimizing Expenses

Objectives into SMART Goals

Top Marketing Sales

Broken into reachable goals Based on forecasting

Sales Executive (execute)

Functions of Sales Management

Basic Role to generate sales

Additional Contemporary Role

maintaining good customer relationship managing profitability of the firm

earn revenue

managing and building customer brand value. complaints

Sales Process
Prospecting & qualifying
Identify qualified potential customers

Preapproach
Learn as much as possible about customer

Approach

Make a relationship

Closing
Ask for an order

Handling objections
Overcome customer objections To insure customer satisfaction & repeat business

Presentation & demonstration

Tell the product story & focus on customer benefits

Follow-up

CRM Managing multi channels Global & Ethical Issues

Technology

Relationship Selling New Selling Methods Sales force Diversity

Emerging Trends In Sales Management

Sales Manager V/s Sales Rep

It is not Sales Managers job to increase sales, it is his/her responsibility to grow productive salespeople.

CRM in Sales
People tend to buy from people who they think are like them. People dont care how much you know until they know how much you care. People accept our ideas not so much because they fully understand our ideas, but because they feel we understand them as people.

Relationship Management

Tension / Trust

Resisting

Accepting

Time

Sales force Management System

Sales force management systems are information systems used in marketing and management that help automate some sales and sales force management functions.

Sales Force Automation Systems

Sales Force Automation Systems is a system that automatically records all the stages in a sales process. It includes: Contact Management System which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that might be required. Sales Lead Tracking System which lists potential customers or customers of related products. Sales forecasting, order management and product knowledge.