Basic Of Sales Management

SALES MANAGEMENT Emraan At Multan

SALES POMOTION : promotion done for any transaction results in earnings.

PERSONAL SELLING

: promotion

that brings the human element into marketing transactions.

SALES PEOPLE

: a person whose

prime responsibility is to develop accounts, work alone, as he is real player, being non-part of management makes calls to propects to generate sales of a product or service.

SALES MANAGER

:

Manager whose responsibility is to develop people, get job done through people, coach people, must be able to sell company’s plans to company’s representatives. His other job description includes recruiting, Select, train, motivate, run branch office, look after key accounts, correspond with other departments for work

ROLE OF A SALES FORCE IN MARKETING MIX

sales people generate income for the company by conveying persuasive messages

NATURE OF PERSONAL SELLING

SALES PEOPLE ARE MORE THAN PERSUADORS, NEGOTIATORS, PROBLEM SOLVERS, FLEXIBLE, AND CREATIVE PEOPLE.

MODERN MARKETING CONCEPT

MODERN SALES APPROACHES

O RS PE IN LL SE AL N

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IN M AR TI KE N

PE

O S R

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L A N

L E S

G N LI

IN

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X I M

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PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN PRODUCT STRATEGY ¤ product development ¤ Participate in test marketing ¤ help in product sourcing

PERSONAL SELLING IN MARKETING MIX ROL E OF PS I N P RIC IN G ST RATEGY sales peo pl e & manage rs c an assist i n p rici ng in nu mbe r of ways .so me ar e :

PERSONAL SELLING IN MARKETING MIX ROLE OF PS IN DISTRIBUTION STRATEGY • CHANNEL OF DISTRIBUTION IS THE ROUTE THAT A TITLE TO A PRODUCT TAKES FROM PRODUCERS TO ULTIMATE USERS.  DIRECT DISTRIBUTION  INDIRECT direct distribution isDISTRIBUTION

form of ownership transfer in which the ultimate buyer acquires title directly from the manufacturer of the product.

indirect distribution is a form of ownership in which intermediaries are involved which buy and resell the title.

PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN PROMOTION STRATEGY the presentation of informative & persuasive messages into a firm’s target market as an attempt to stimulate sales is PROMOTION Sales people generate positive attitude and high level of interest on the part of message recipient. So PS is vital way of doing it, As it is said ” Nothing Happens Until Somebody Sells Something”

WHAT IS SALES MANAGEMENT IT IS A MANAGEMENT OF PERSONAL SELLING FUNCTIOMS. SO TASKS FOR SALES MANAGER ARE AS:

 ANALYZING Sales records, Sales people reports, Market trends, etc.

 PLANNING Setting objectives

 ORGANIZING Setting up structures and procedures.

 DIRECTING Staffing & supervising of day to day implementation of sales policies and programs.

 CONTROLLING

SALES MANAGEMENT CYCLE

VOLUME OF SALES BY TYPE OF SELLERS

EFFECTIVE SALES MANAGER TRAITS ARE TRAITS

1

CHANGE AGENTS

2

EXTERNALISTS

3

INFLUENCERS

4

DEVELOPERS

5

REVENUE ENHANCERS

6

PROACTIVE

7

INNOVATORS

8

HUSTLERS

9

SCRAMBLERS

10

NETWORK BUILDERS

11

TEAM PLAYERS

12

BOUNDARY CROSSERS

13

RESOURCE SHARERS

COMMON TITLES FOR THE FIELD SALES MANAGER INDUSTRIES

TITLES NEED TO DESCRIBE FSM

PETROLEUM MARKETING

TERRITORY SALES REPRESENTATIVES ACCOUNT REPRESENTATIVE RETAIL REPRESENTATIVE TERRITORY MANAGER AREA MANAGER

PHARMACEUTICALS

DISTRICT SALES MANAGERS SALES REPRESENTATIVE FIELD MANAGERS ZONAL MANAGERS

PUBLISHING

DIVISIONAL MANAGERS REGIONAL MANAGERS SALES SUPERVISORS

TRANSPORTATION SERVICES

ACCOUNT SUPERVISORS AREA SALES MANGERS SALES MANGERS

CORPORATIONS

MARKETING MANAGER GENERAL MANAGER UNIT MANAGER OFFICE EQUIPMENT SALES MANAGER

THE SALES MANAGER’S BOUNDARY-SPANNING ROLE

LEVELS OF TRANSITION THERE ARE 4 LEVEL OF TRANSITION IN A SALES MANAGEMENT : 2. INDIVIDUAL CONTIBUTOR TO FUNCTIONAL MANAGER 3. FUNTIONAL MANAGER TO REGIONAL MANAGER 4. REGINONAL MANAGER TO NATIONAL MANAGER 5. NATIONAL MANAGER TO GENERAL SALES MANAGER

CRUCIAL TRAITS FOR FIRST – LEVEL SALES MANAGERS

2

Motivation -enthusiasm toward all major strong aversion to any required tasks Human relation skills

3

Higher than average energy

4

Ambition - strong personal desire to achieve and advance

1

5 6

Human interaction - appropriate level of enjoyment from dealing with people Persuasiveness - interest in “persuasive involvement” rather than tendency to “bully”

7

Behavior flexibility

8

Perception of

9

Intellectual

10

tasks with no

Personal

threshold social cues - sensitivity

ability

impact - i. e., charisma