Sales mgt and promotion

Marketing Approach: determine future needs and has a strategy in place to meet those needs for the long term relationship.

sales makes customer demand match the products the company currently offers.

Process: Focus:

One to many fulfill customer's wants and needs thru products and/or services the company can offer.

Usually one to one fulfill sales volume objectives

Horizon: Scope:

Longer term Identifying customer needs (research), creating products to meet those needs, promotions toadvertise said products.

Short term Once a product has been created for a customer need, persuade the customer to purchase the productto fulfill her needs

Strategy: Concept: Priority:

pull Marketing is a wider concept Marketing shows how to reach to the Customers and build long lasting relationship

push Sales is a narrower concept Selling is the ultimate result of marketing.

SELLING CONCEPT

MARKETING CONCEPT

Inward focus on business. Define business by goods and services For everybody or the average consumer. Profitability through sales volume Less favorable in a competitive environment.

Outward focus on customer. Define business by benefits for customer To a specific group of customer Profitability through customer satisfaction. More favorable in a competitive environment.

 sales quota is the minimum sales goal for a set time span. A sales quota may be minimum amount of dollars(Monetary Value) or product sold(Volume). Sales quotas may also be for sales activity like: number of calls per day. Management usually sets the sales quota and the sales territory. The time span could be set for the day, week, month or fiscal quarter or year. Sales territory[edit] Sales territory is a usually a geographical area assigned to a salesperson or group of persons. The geographical area may also be assigned to franchisee, distributor, or agent. A sales territory may also be assigned by type of customers, as all retailers or all wholesalers in geographical area. A sales territory may be as large as: a continent, a nation or half a nation, or as small as a: town or city. A sales manager may have a sales territory different than the sales persons overseen. See also

 recruitment refers to the process of attracting, screening, selecting, and onboarding a qualified person for a job. At the strategic level it may involve the development of an employer brand which includes an 'employee offering'. The stages of the recruitment process include: job analysis and developing a person specification; the sourcing of candidates by networking, advertising, or other search methods; matching candidates to job requirements and screening individuals using testing (skills or personality assessment); assessment of candidates' motivations and their fit with organizational requirements by interviewing and other assessment techniques. The recruitment process also includes the making and finalizing of job offers and the induction and onboarding of new employees.[1] Depending on the size and culture of the organisation recruitment may be undertaken in-house by managers, human resource generalists and / or recruitment specialists. Alternatively parts of all of the process might be undertaken by either public sector employment agencies, or commercial recruitment agencies, or specialist search consultancies.

 Motivation is a psychological feature that arouses an organism to act towards a desired goal and elicits,controls, and sustains certain goal-directed behaviors. It can be considered a driving force; a psychological one that compels or reinforces an action toward a desired goal. For example, hunger is a motivation that elicits a desire to eat. Motivation is the purpose or psychological cause of an action.[1] Motivation has been shown to have roots in physiological, behavioral, cognitive, and social areas. Motivation may be rooted in a basic impulse to optimize well-being, minimize physical pain and maximize pleasure. It can also originate from specific physical needs such as eating, sleeping or resting, and sex. Motivation is an inner drive to behave or act in a certain manner. "It's the difference between waking up before dawn to pound the pavement and lazing around the house all day."[2] These inner conditions such as wishes, desires, goals, activate to move in a particular direction in behavior.