Submit Search
Upload
Chapter 1 sales management strategy sales and distribution management
ā¢
Download as PPT, PDF
ā¢
16 likes
ā¢
7,648 views
I
Indrasen Shahi
Follow
Important
Read less
Read more
Business
Technology
Report
Share
Report
Share
1 of 39
Download now
Recommended
Business to business marketing ppt
Business to business marketing ppt
Sukriti Mal
Ā
sales quotas
sales quotas
Kirti Gupta
Ā
Industrial buyer behaviour
Industrial buyer behaviour
Sublaxmi Gupta
Ā
INDUSTRIAL MARKETING
INDUSTRIAL MARKETING
ANAND MURALI
Ā
Sales force management
Sales force management
Gouthami Sridharan
Ā
Motivating the sales force
Motivating the sales force
Naveen Dhanawat
Ā
Features & importance of industrial marketing
Features & importance of industrial marketing
SMART LEARNING -SEE YOUR WORLD IN DIFFRENT WAY
Ā
Theories of selling
Theories of selling
Sarfraz Ashraf
Ā
Recommended
Business to business marketing ppt
Business to business marketing ppt
Sukriti Mal
Ā
sales quotas
sales quotas
Kirti Gupta
Ā
Industrial buyer behaviour
Industrial buyer behaviour
Sublaxmi Gupta
Ā
INDUSTRIAL MARKETING
INDUSTRIAL MARKETING
ANAND MURALI
Ā
Sales force management
Sales force management
Gouthami Sridharan
Ā
Motivating the sales force
Motivating the sales force
Naveen Dhanawat
Ā
Features & importance of industrial marketing
Features & importance of industrial marketing
SMART LEARNING -SEE YOUR WORLD IN DIFFRENT WAY
Ā
Theories of selling
Theories of selling
Sarfraz Ashraf
Ā
Sales And Distribution Management
Sales And Distribution Management
Zulfikar A. Bharmal
Ā
Sales cost and cost analysis
Sales cost and cost analysis
Rupam Chakraborty
Ā
Business to-business-marketing
Business to-business-marketing
Gia Tri Tien
Ā
Sales Force Management Presentation 1
Sales Force Management Presentation 1
Syed Ahmed Hussain
Ā
Sales force evaluation and control
Sales force evaluation and control
BHOOMI AHUJA
Ā
Market segmentation
Market segmentation
SMART LEARNING -SEE YOUR WORLD IN DIFFRENT WAY
Ā
Theory of personal selling
Theory of personal selling
Akshay Sonar
Ā
Emerging trends in sales management 2
Emerging trends in sales management 2
Prashat Sharma
Ā
Buyer seller dyads
Buyer seller dyads
Sanu Satyam
Ā
Business Environment MBA
Business Environment MBA
Zubair Ahmad
Ā
Objectives and Nature of Sales Management
Objectives and Nature of Sales Management
Dr. Amitabh Mishra
Ā
RECRUITMENT AND SELECTION OF SALES FORCES
RECRUITMENT AND SELECTION OF SALES FORCES
rohit12692
Ā
Consumer Behaviour -Family, social class & life cycle
Consumer Behaviour -Family, social class & life cycle
rainbowlink
Ā
Sales territory
Sales territory
Mithisar Basumatary
Ā
Levels of Consumer Decision making & A model of Consumer Decision making in C...
Levels of Consumer Decision making & A model of Consumer Decision making in C...
AJIT GAUTAM
Ā
Organizational buying process
Organizational buying process
Sujan Oli
Ā
14. motivating the sales force
14. motivating the sales force
Sunitha Ratnakaram
Ā
Ppt on personal selling and its process
Ppt on personal selling and its process
Purvi Sharma
Ā
Theories of Selling
Theories of Selling
Trinity Dwarka
Ā
Ch7: Controlling the Salesforce
Ch7: Controlling the Salesforce
itsvineeth209
Ā
Chapter 1 sales management strategy sales and distribution management (1)
Chapter 1 sales management strategy sales and distribution management (1)
Anita Rai
Ā
Chapter 1 Sales Management Strategy-Sales and Distribution Management.ppt
Chapter 1 Sales Management Strategy-Sales and Distribution Management.ppt
srinivasarao642717
Ā
More Related Content
What's hot
Sales And Distribution Management
Sales And Distribution Management
Zulfikar A. Bharmal
Ā
Sales cost and cost analysis
Sales cost and cost analysis
Rupam Chakraborty
Ā
Business to-business-marketing
Business to-business-marketing
Gia Tri Tien
Ā
Sales Force Management Presentation 1
Sales Force Management Presentation 1
Syed Ahmed Hussain
Ā
Sales force evaluation and control
Sales force evaluation and control
BHOOMI AHUJA
Ā
Market segmentation
Market segmentation
SMART LEARNING -SEE YOUR WORLD IN DIFFRENT WAY
Ā
Theory of personal selling
Theory of personal selling
Akshay Sonar
Ā
Emerging trends in sales management 2
Emerging trends in sales management 2
Prashat Sharma
Ā
Buyer seller dyads
Buyer seller dyads
Sanu Satyam
Ā
Business Environment MBA
Business Environment MBA
Zubair Ahmad
Ā
Objectives and Nature of Sales Management
Objectives and Nature of Sales Management
Dr. Amitabh Mishra
Ā
RECRUITMENT AND SELECTION OF SALES FORCES
RECRUITMENT AND SELECTION OF SALES FORCES
rohit12692
Ā
Consumer Behaviour -Family, social class & life cycle
Consumer Behaviour -Family, social class & life cycle
rainbowlink
Ā
Sales territory
Sales territory
Mithisar Basumatary
Ā
Levels of Consumer Decision making & A model of Consumer Decision making in C...
Levels of Consumer Decision making & A model of Consumer Decision making in C...
AJIT GAUTAM
Ā
Organizational buying process
Organizational buying process
Sujan Oli
Ā
14. motivating the sales force
14. motivating the sales force
Sunitha Ratnakaram
Ā
Ppt on personal selling and its process
Ppt on personal selling and its process
Purvi Sharma
Ā
Theories of Selling
Theories of Selling
Trinity Dwarka
Ā
Ch7: Controlling the Salesforce
Ch7: Controlling the Salesforce
itsvineeth209
Ā
What's hot
(20)
Sales And Distribution Management
Sales And Distribution Management
Ā
Sales cost and cost analysis
Sales cost and cost analysis
Ā
Business to-business-marketing
Business to-business-marketing
Ā
Sales Force Management Presentation 1
Sales Force Management Presentation 1
Ā
Sales force evaluation and control
Sales force evaluation and control
Ā
Market segmentation
Market segmentation
Ā
Theory of personal selling
Theory of personal selling
Ā
Emerging trends in sales management 2
Emerging trends in sales management 2
Ā
Buyer seller dyads
Buyer seller dyads
Ā
Business Environment MBA
Business Environment MBA
Ā
Objectives and Nature of Sales Management
Objectives and Nature of Sales Management
Ā
RECRUITMENT AND SELECTION OF SALES FORCES
RECRUITMENT AND SELECTION OF SALES FORCES
Ā
Consumer Behaviour -Family, social class & life cycle
Consumer Behaviour -Family, social class & life cycle
Ā
Sales territory
Sales territory
Ā
Levels of Consumer Decision making & A model of Consumer Decision making in C...
Levels of Consumer Decision making & A model of Consumer Decision making in C...
Ā
Organizational buying process
Organizational buying process
Ā
14. motivating the sales force
14. motivating the sales force
Ā
Ppt on personal selling and its process
Ppt on personal selling and its process
Ā
Theories of Selling
Theories of Selling
Ā
Ch7: Controlling the Salesforce
Ch7: Controlling the Salesforce
Ā
Similar to Chapter 1 sales management strategy sales and distribution management
Chapter 1 sales management strategy sales and distribution management (1)
Chapter 1 sales management strategy sales and distribution management (1)
Anita Rai
Ā
Chapter 1 Sales Management Strategy-Sales and Distribution Management.ppt
Chapter 1 Sales Management Strategy-Sales and Distribution Management.ppt
srinivasarao642717
Ā
Concepts of sales management
Concepts of sales management
Debayan Dutta, CFP
Ā
Sales management & personal selling
Sales management & personal selling
Mathew Lawrence
Ā
Sales Leadership Linking Sales Strategy To Sales Results
Sales Leadership Linking Sales Strategy To Sales Results
Lakesia Wright
Ā
MPM-WhitePaper-GavrielShaw
MPM-WhitePaper-GavrielShaw
ResilienceMentor.com
Ā
Marketing notes
Marketing notes
Biztek
Ā
The Sales Manager
The Sales Manager
Mandar Ghanekar
Ā
Mk0010 ā sales, distribution and supply chain management
Mk0010 ā sales, distribution and supply chain management
Rohit Mishra
Ā
Mk0010 ā sales, distribution and supply chain management
Mk0010 ā sales, distribution and supply chain management
Rohit Mishra
Ā
philip-kotler-marketing.pptooooooooooohv
philip-kotler-marketing.pptooooooooooohv
lyasimo86
Ā
The State of Enterprise Content Marketing - 2015
The State of Enterprise Content Marketing - 2015
Content Marketing Institute
Ā
Š”ŃŠ°ŃŠ¾ Šø Š·Š»Š°ŃŠ½Š¾ - Philip Kotler - Sofia, Lecture 11.14.07
Š”ŃŠ°ŃŠ¾ Šø Š·Š»Š°ŃŠ½Š¾ - Philip Kotler - Sofia, Lecture 11.14.07
Iva Fazlova
Ā
Question 1
Question 1
Seredup Maya
Ā
Effective Marketing Its Not Just Tactics
Effective Marketing Its Not Just Tactics
Marketing Pathways
Ā
Marketing strategy
Marketing strategy
Krishna Kumar K
Ā
Creating Success as a New Sales Manager
Creating Success as a New Sales Manager
LeadScorz
Ā
An Introduction to Sales Management
An Introduction to Sales Management
We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program.
Ā
Transforming a global sales organisation
Transforming a global sales organisation
Implement Consulting Group
Ā
Be1st Advisors Brand Profile
Be1st Advisors Brand Profile
Amit Dahima
Ā
Similar to Chapter 1 sales management strategy sales and distribution management
(20)
Chapter 1 sales management strategy sales and distribution management (1)
Chapter 1 sales management strategy sales and distribution management (1)
Ā
Chapter 1 Sales Management Strategy-Sales and Distribution Management.ppt
Chapter 1 Sales Management Strategy-Sales and Distribution Management.ppt
Ā
Concepts of sales management
Concepts of sales management
Ā
Sales management & personal selling
Sales management & personal selling
Ā
Sales Leadership Linking Sales Strategy To Sales Results
Sales Leadership Linking Sales Strategy To Sales Results
Ā
MPM-WhitePaper-GavrielShaw
MPM-WhitePaper-GavrielShaw
Ā
Marketing notes
Marketing notes
Ā
The Sales Manager
The Sales Manager
Ā
Mk0010 ā sales, distribution and supply chain management
Mk0010 ā sales, distribution and supply chain management
Ā
Mk0010 ā sales, distribution and supply chain management
Mk0010 ā sales, distribution and supply chain management
Ā
philip-kotler-marketing.pptooooooooooohv
philip-kotler-marketing.pptooooooooooohv
Ā
The State of Enterprise Content Marketing - 2015
The State of Enterprise Content Marketing - 2015
Ā
Š”ŃŠ°ŃŠ¾ Šø Š·Š»Š°ŃŠ½Š¾ - Philip Kotler - Sofia, Lecture 11.14.07
Š”ŃŠ°ŃŠ¾ Šø Š·Š»Š°ŃŠ½Š¾ - Philip Kotler - Sofia, Lecture 11.14.07
Ā
Question 1
Question 1
Ā
Effective Marketing Its Not Just Tactics
Effective Marketing Its Not Just Tactics
Ā
Marketing strategy
Marketing strategy
Ā
Creating Success as a New Sales Manager
Creating Success as a New Sales Manager
Ā
An Introduction to Sales Management
An Introduction to Sales Management
Ā
Transforming a global sales organisation
Transforming a global sales organisation
Ā
Be1st Advisors Brand Profile
Be1st Advisors Brand Profile
Ā
Recently uploaded
Best VIP Call Girls Noida Sector 40 Call Me: 8448380779
Best VIP Call Girls Noida Sector 40 Call Me: 8448380779
Delhi Call girls
Ā
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
Andy Lambert
Ā
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Shawn Pang
Ā
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear Regression
Ravindra Nath Shukla
Ā
Call Girls In DLf Gurgaon ā„99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ā„99902@11544 ( Best price)100% Genuine Escort In 24...
lizamodels9
Ā
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Dipal Arora
Ā
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdf
Paul Menig
Ā
VVVIP Call Girls In Greater Kailash ā”ļø Delhi ā”ļø 9999965857 š No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ā”ļø Delhi ā”ļø 9999965857 š No Advance 24HRS...
Call Girls In Delhi Whatsup 9873940964 Enjoy Unlimited Pleasure
Ā
VIP Call Girls In Saharaganj ( Lucknow ) š 8923113531 š Cash Payment (COD) š
VIP Call Girls In Saharaganj ( Lucknow ) š 8923113531 š Cash Payment (COD) š
anilsa9823
Ā
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
Suhani Kapoor
Ā
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
Renandantas16
Ā
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Dipal Arora
Ā
Best Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in India
Shree Krishna Exports
Ā
Russian Faridabad Call Girls(Badarpur) : ā 8168257667, @4999
Russian Faridabad Call Girls(Badarpur) : ā 8168257667, @4999
Tina Ji
Ā
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
IlamathiKannappan
Ā
GD Birla and his contribution in management
GD Birla and his contribution in management
chhavia330
Ā
Lucknow š Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
Lucknow š Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
anilsa9823
Ā
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Service
discovermytutordmt
Ā
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Dipal Arora
Ā
VIP Kolkata Call Girl Howrah š 8250192130 Available With Room
VIP Kolkata Call Girl Howrah š 8250192130 Available With Room
divyansh0kumar0
Ā
Recently uploaded
(20)
Best VIP Call Girls Noida Sector 40 Call Me: 8448380779
Best VIP Call Girls Noida Sector 40 Call Me: 8448380779
Ā
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
Ā
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Ā
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear Regression
Ā
Call Girls In DLf Gurgaon ā„99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ā„99902@11544 ( Best price)100% Genuine Escort In 24...
Ā
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Ā
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdf
Ā
VVVIP Call Girls In Greater Kailash ā”ļø Delhi ā”ļø 9999965857 š No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ā”ļø Delhi ā”ļø 9999965857 š No Advance 24HRS...
Ā
VIP Call Girls In Saharaganj ( Lucknow ) š 8923113531 š Cash Payment (COD) š
VIP Call Girls In Saharaganj ( Lucknow ) š 8923113531 š Cash Payment (COD) š
Ā
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
Ā
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
Ā
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Ā
Best Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in India
Ā
Russian Faridabad Call Girls(Badarpur) : ā 8168257667, @4999
Russian Faridabad Call Girls(Badarpur) : ā 8168257667, @4999
Ā
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
Ā
GD Birla and his contribution in management
GD Birla and his contribution in management
Ā
Lucknow š Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
Lucknow š Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
Ā
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Service
Ā
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Ā
VIP Kolkata Call Girl Howrah š 8250192130 Available With Room
VIP Kolkata Call Girl Howrah š 8250192130 Available With Room
Ā
Chapter 1 sales management strategy sales and distribution management
1.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy C h ap te 1 r S ale s M an ag e m e n t S trate g y Copyright Ā© 2010, S L Gupta 1-1 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
2.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Introduction Sales management is defined as āthe 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 forceā. Definition Committee of the American Marketing Association. Sales force is responsible for the sale of products of a company and to add profit to the business operations and fulfill social obligations. Sales force should be hardworking, result oriented, well educated and competent to handle changing situations. Technical developments which are taking place at a rapid speed have made the task of sales force more challenging. Copyright Ā© 2010, S L Gupta 1-2 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
3.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Nature and Importance of Sales Management ļ¶ Sales management helps to achieve the organizational objectives. ļ¶ The main objectives of sales management is that products should be sold at that price which realizes profits. ļ¶ Buyers and sellers both have same types of business relationships. This relationship is based on exchange of goods, services and money. ļ¶ Sales person develops a positive relationship with the customers. The role of sales team is interdependent and success of one team member depends on the other. ļ¶ The sales team continuously monitor the customer preference, competitorsā situation, government policy and other regulatory bodies. Contā¦. Copyright Ā© 2010, S L Gupta 1-3 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
4.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Relationship-based selling ļ¶ Relationship-based selling works because people would rather buy what they need to buy anyway from those they have come to relationship. ļ¶ Relationship-based selling means doing business in such a way that company is worthy of the customer's trust. ļ¶ Relationship selling is mainly personal not institutional, and buying is heavily personal as well. ļ¶ It is not selling centric. It's buyer-based. ļ¶ The objective of relationship selling is to help the buyer do the right thing for the buyer. Copyright Ā© 2010, S L Gupta 1-4 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
5.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Managing the Sales Force Successful sales force management means: ļ¶ The right organisation and aggregation against product lines and geographies. ļ¶ The right strength and qualification. ļ¶ The right compensation and incentive system. Copyright Ā© 2010, S L Gupta 1-5 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
6.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Steps in Designing and Managing a Sales Force 2. Objective Setting 3. Training for Sales Policies 4. Designing Sales Force: Structure and Size 5. Deciding Sales Force Compensation 6. Recruiting and Selecting Sales Force 7. Guiding and Motivating Sales Force 8. Performance Rating of Sales Force Copyright Ā© 2010, S L Gupta 1-6 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
7.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Sales Managerās Duties and Responsibilities The sales manager is the most important person in a sales organisation. All activities are based on his functions and responsibilities. The following are some of the principal duties of a sales manager: 3. Organising sales research, product research, etc. 4. Getting the best output from the sales force under him. 5. Setting and controlling the targets, territories, sales experiences, distribution expenses, etc. 6. Advising the company on various media, sales promotion schemes, etc. 7. Monitoring the companyās sales policies. Contā¦. Copyright Ā© 2010, S L Gupta 1-7 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
8.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy In the table that follows, Al Reid gives the steps necessary for getting success in selling: Territory Sales Managerās Job Responsibilities To yourself To your company To your customers Increase basic selling skills. Be proud of your association Work closely with decision- with your company. takers and influencers in each Develop management abilities. account. Maintain the company standing Keep pace with changes, trends and standards with all Point out the advantages of an and developments in your customers. association with your company. territory. Inform the headquarters and Keep accounts current and up- Study the latest products, your supervisors, through to-date on all company promotion policies and established channels, about advertising and promotional procedures. changes and developments in activities. your territory. Be alert to new sales and Suggest ideas, methods, merchandising ideas. Be prompt in handling records, techniques and tips that can reports, correspondence, etc. stimulate sales. Contā¦. Copyright Ā© 2010, S L Gupta 1-8 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
9.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Grow, so that you can assume Cut selling costs by economical Inform the customers about the greater responsibilities as routing, good use of time, trends in their areas. opportunities permit. planning and greater awareness of opportunity. Handle complaints effectively Maintain the appearance and and to the complete satisfaction goodwill expected of a territory Check demand and movement of the complainants. sales manager. of products in the territory. Suggest the best technique for Analyse your weak and strong Report activities of the selling your products to the points and then think about competitors. customers. them. Strive to reach the best goals. Organise presentations to inform and save time. Ask for help, when you need it. Make the customers aware of Cooperate with other the changes in the companyās departments of the company. policies or procedures. Stimulate and maintain enthusiasm for your products. Build and maintain goodwill. Contā¦. Copyright Ā© 2010, S L Gupta 1-9 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
10.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Problems of Sales Management 2. Designing and Managing Sales Force Actual supervision of, and guidance to, individual salesmen is also a sine qua non of a sound sales manager. 4. Sales Force Authority sales force requires delegation of authority with respect to the following: ļ¶ Changing or fixing prices ļ¶ Credit facilities to old and existing customers ļ¶ Assurance regarding quality and after-sale service Contā¦. ļ¶ Payment terms and settlement of claims. Copyright Ā© 2010, S L Gupta 1-10 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
11.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy 1. Target-setting Sales targets are fixed on the basis of past experience, time period and brand positioning in the market. The targets should be fixed in such a manner that they are achievable. 3. Sales Forecasting Sales forecasts must change as conditions change. Accuracy depends on meticulous planning and dynamic strategies. Copyright Ā© 2010, S L Gupta 1-11 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
12.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Sales Management ā Formulation of Sales Strategy The following are key decision areas in sales management which are particularly relevant to strategy formulation: ļ¶ Determining the size of the sales force ļ¶ Decision regarding type and quality of sales force required ļ¶ Designing the sales organisation ļ¶ Territory designing ļ¶ Recruitment and training procedures ļ¶ Task allocation ļ¶ Compensation of sales force ļ¶ Performance appraisal and control system ļ¶ Feedback mechanism to be adopted ļ¶ Managing channel relationships ļ¶ Coordination with marketing departments. Copyright Ā© 2010, S L Gupta 1-12 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
13.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Different Sales Strategies Relationship Strategy ļ¶ In this strategy, a major key to success in selling is the ability to establish working relationships with customers in which mutual support, trust and goals are nurtured over time. ļ¶ The sales force that builds effective relationships with the customer and provides valuable service are usually high performers and top achievers. Contā¦. Copyright Ā© 2010, S L Gupta 1-13 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
14.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy A Selling Partner P - Prepares strategically for a long-term, high-quality relationship that solves customerās problems. A - Asks questions to get on the customerās agenda. R - Restates customer needs with confirmation questions. T - Teams with support people to provide the customer with solutions. N - Negotiates double-win solutions with joint decision making. E - Exceeds customer expectations whenever possible. R - Re-examines the ongoing quality of the relationship frequently. In this model, a customer is treated as a partner. Therefore, maintaining a good relationship with the customer is important. Contā¦. Copyright Ā© 2010, S L Gupta 1-14 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
15.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy The Double-Win Strategy ļ¶ In this strategy, both the customer and the salesperson come out of the sale with a sense of satisfaction. The salesperson not only obtains the order but sets the stage for a long-term relationship, repeat business and future referrals. ļ¶ They both come out of the sale feeling satisfied, knowing that neither has taken advantage of the other and that both have profited, personally and professionally, from the transaction. ļ¶ However, some salespeople have still not accepted the merits of the win-win approach. They have adopted a win-lose approach which means that the salesperson wins at the buyerās expense. Contā¦. Copyright Ā© 2010, S L Gupta 1-15 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
16.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Win ā Lose approach vs. Win ā Win attitude The starting point to the development of a double-win philosophy is to compare the behaviour of persons who have adopted the win-lose approach with that of persons who have adopted the win-win approach (Figure). Double-Win Strategy Win - Lose People Win - Win People See a problem Help others solve their problem Fix the blame Fix what caused the problem Let life happen to them Make life a joyous happening for others and themselves Live in the past Learn from the past, live in the present and set goals for the future Make promises they never keep Make commitments to themselves and to others and keep both of them Contā¦. Copyright Ā© 2010, S L Gupta 1-16 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
17.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Instant Service ļ¶ It is in this context of providing almost āinstant serviceā to the customer that the concept of āsupply chain managementā has caught the imagination of managements the world over. ļ¶ No matter how efficiently and effectively goods/services are produced, if they cannot be delivered to the customer in the quickest possible time, all efforts made earlier are in vain, particularly in the context of very short product life cycle ā counted in months rather than years. ļ¶ As depicted in Figure below, a combination of effective process plus supply chain management is what is required to cope with the challenges of the international market-place. ļ¶ One cannot survive in a highly competitive market without conforming to the so called Q-C-D triangle ā Highest Quality, Lowest Cost and Least Delivery times. Contā¦. Copyright Ā© 2010, S L Gupta 1-17 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
18.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Simplified Model for Ensuring Customer Delight After sales service Unique selling SUPPLY CHAIN propositioning/brand management equity Exceeding customer Customer expectations Delight On time delivery Competitive price PROCESS management Reliability of product or service Novelty/uniqueness of product/service leading to customer loyalty and lasting Contā¦. relationship Copyright Ā© 2010, S L Gupta 1-18 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
19.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Hard Sell Versus Soft Sell Strategy Strategies for Identifying Customers Hard Sell Soft Sell Concern for self Concern for customer Canned presentation Questions for discussion Talking Listening Pushing product Providing buying opportunities Presenting features Presenting benefits Advocating without acknowledging Acknowledging needs Contā¦. Copyright Ā© 2010, S L Gupta 1-19 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
20.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Product-centered Selling and Client-centered Selling Product-centred Selling Client-centred Selling 1. Seller puts in efforts for research and 1. Seller puts in efforts on research and development of product. development of relationship with clients. 2. Product centred selling emphasises 2. Client centred selling emphasises knowledge of product. knowledge of client. 3. Selling strategies and tactics tend to be 3. Strategies and tactics tend to be directed most influenced by past performances of more to considerations of future growth and products and competition and present developments in the clientās world. situations. 4. Representative seeks to be accepted as a 4. Representative strives to raise clientās reliable, credible source of information and expectations of personal excellence. service. Copyright Ā© 2010, S L Gupta 1-20 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
21.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Selling Process ļ¶ The selling process is defined as a process by which a salesperson identifies and locates the prospects, separates the prospects from the suspects approaches them and makes a sales presentation, handles their objections. He also follows up the existing customers to identify further sales leads and measures the success and customer satisfaction level of the current products and service offerings. ļ¶ Selling concept refers to the exchange of goods or services for an amount of money or its equivalent in kind. Selling helps an organization achieve its organizational goals. Thus, managing sales in an organization is a critical activity. A sales manager needs to ensure that the salesman are motivated to give their best performance. ļ¶ The sales team continuously look out the changes taking place in the external environment regarding competitors, customers, government policy and other regulatory agencies, advances in technology, and industry trends. This provides the sales personnel a vital information regarding trends in product sales, product development, and budgets. Contā¦. Copyright Ā© 2010, S L Gupta 1-21 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
22.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy ļ¶ The economic slowdown is receding and budgets of companies are increasingly receptive to alternative direct marketing tools to sell their products. ļ¶ Telemarketing (TM), that is marketing products and services on the telephone, a direct marketing tool, which has touched a high in the last three years. ļ¶ Apart from professional TM service outfits, many companies, including MNCs, have set up their in-house TM cells. ļ¶ A TM outfit works through a well networked team of trained telemarketers who make calls to potential clients and customers and establish direct contact with them. The key lies in convincing the customer about the value of the product or service and fixing up an appointment. ļ¶ Direct customer marketing system allows customers complete flexibility to purchase our products. Orders can be placed via the Internet, over the phone, by mail, through our catalogue or through the company personnel.ā Contā¦. Copyright Ā© 2010, S L Gupta 1-22 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
23.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Mail Order Sales ļ¶ Mail order houses are retail trading organisations engaged in the mail order business. ļ¶ This is also known as carrying on business through post or mail. In this method, customers do not visit the sellerās business premises, nor do they make a personal examination of the goods before they are purchased. In this system, orders are received from customers by post and the goods are dispatched usually by VPP (Value Payable Parcel) or registered post. Contā¦. Copyright Ā© 2010, S L Gupta 1-23 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
24.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy In case of the mail order business, the selling function is performed without the intervention of the personal salesman. ļ The goods should be known for their utility so that there is no need of convincing prospective buyers about their usefulness. ļ They must fetch a sufficient price to have a wide profit margin. ļ They must command wide demand. ļ They must not be easily perishable. ļ They should be available in large quantities throughout the year. Contā¦. Copyright Ā© 2010, S L Gupta 1-24 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
25.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Sales through Large Scale Fixed Shop Retailers Concentration of population in urban areas, increasing flow of manufactured goods and improved methods of organising business have led to the expansion of retail business. This expansion was effected in different ways, giving rise to different types of retail establishments, which operate on a large scale. More prominent among them are the following: ļ¶ Departmental stores ļ¶ Chain stores ļ¶ Mail order houses ļ¶ Hire purchase shops ļ¶ Super markets ļ¶ Fixed price shops ļ¶ Cooperative stores Contā¦. Copyright Ā© 2010, S L Gupta 1-25 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
26.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Sales through Wholesalers and Retailers Wholesalers perform a number of functions in the marketing of goods as listed below ļ¶ Assembling and buying ļ¶ Storing or warehousing ļ¶ Transporting ļ¶ Financing ļ¶ Risk-bearing ļ¶ Grading, packing and packaging Contā¦. ļ¶ Providing market information. Copyright Ā© 2010, S L Gupta 1-26 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
27.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy In the process of acting as a link between the wholesaler and the consumer, a retailer performs many functions. The more important of them are given below: ļ¶ Buying and assembling ļ¶ Warehousing or storing ļ¶ Selling ļ¶ Grading and packing ļ¶ Financing ļ¶ Supply of market information ļ¶ Advertising. Contā¦. Copyright Ā© 2010, S L Gupta 1-27 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
28.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Direct Selling ļ¶ Direct selling identifies the unfulfilled needs of ordinary customers. ļ¶ Direct marketing companies have an advantage over conventional marketers in that the relationship between the company and the customer starts building even before a sale is made. Lessons From Direct Selling ļ THE STRATEGY: Eureka Forbes structures its demos according to the time at the customerās disposal. ļ The Lesson: Keep the process flexible enough to accommodate individual needs. Contā¦. Copyright Ā© 2010, S L Gupta 1-28 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
29.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy How to Add Value Through Direct Selling Create direct Make Choose suitable Ensure product Identify the Close deal selling appointment time for demo Performance customer quickly process with customer and pitch at demo Follow up sale with prompt service Ensure increase in Is the Is salesman customer value process clearly empowered to be structured? flexible? Yes Yes No Yes Contā¦. Copyright Ā© 2010, S L Gupta 1-29 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
30.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy ļ THE STRATEGY: Modi Telstra uses a clearly structured sales call process to market its cell phone services. ļ THE LESSON: Simplify the process of negotiation to save the customerās time. ļ THE STRATEGY: Oriflame uses multilevel marketing to enlist direct sales agents from its customer base. ļ THE LESSON: Use your customer to sell your product to other customers. ļ THE STRATEGY: INDAL empowers its sales force to take pricing decisions on the spot when closing sales. ļ THE LESSON: Ensure that your direct seller can conclude a deal immediately. Copyright Ā© 2010, S L Gupta 1-30 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
31.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy National Sales Manager In carrying out these responsibilities, sales mangers do the following things: 3. Prepare sales plans and budgets 4. Set sales force goals and objectives 5. Estimate demand and forecast sales 6. Determine the size and structure of the sales force organization 7. Recruit, select and train sales people 8. Design sales territories, set sales quotas and define performance standards 9. Compensate, motivate and lead the sales force 10. Conduct sales volume, cost and profit analysis 11. Evaluate sales force performance 12. Monitor the ethical and social conduct of the sales force. Contā¦. Copyright Ā© 2010, S L Gupta 1-31 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
32.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Sales Manager Regional Manager Regional Manager Regional Manager Regional Manager Regional Manager (North) (South) (East) (West) (Staff) BM BM BM BM BM BM BM BM BM BM BM BM BM BM BM BM BM BM BM BM Field Staff Field Staff Field Staff Field Staff Field Staff Contā¦. Copyright Ā© 2010, S L Gupta 1-32 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
33.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Stand Points of Sales Representative The stand points of sales representatives and the managers are as follows: 3. To protect drastic fluctuations in income so that regular monthly expenses for home mortgage, food and utilities can be paid/balanced without hardship. 4. Expenses in direct relations to the amount of effort 5. Earnings to be equitable in terms of experience, ability, cost of living. Contā¦. Copyright Ā© 2010, S L Gupta 1-33 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
34.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Organization uses two types of compensations: 2. Financial 3. Non-Financial Financial includes compensation, salary, incentives and fringe benefits. Non-financial includes motivation and its implications to sales management. But monetary compensation is one of the most direct and least ambiguous ways of communicating to sales people about their performance. Copyright Ā© 2010, S L Gupta 1-34 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
35.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Reasons for Providing Financial Compensation The compensation plan is undoubtedly to reward the salesman for his performance. The plan includes. 3. The plan should provide a regular income at least at minimum level. In addition to this regular income, it should provide adequate incentive to induce minimum performance from the salesman. 4. The plan should be simple and easy to understand for the salesman. 5. It should be economical and should induce competition amongst salesman. 6. It should be fair to both the sales force and management. Copyright Ā© 2010, S L Gupta 1-35 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
36.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Methods of Remuneration The sales force can be remunerated in the following ways: 3. A straight salary 4. A straight commission on sales 5. Salary and commission on sales 6. Salary and commission on sales above a certain amount 7. Salary and different rate of commission on varying totals or for different types of goods 8. Salary and share in the profits Copyright Ā© 2010, S L Gupta 1-36 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
37.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Expenses Accounts The major sales expenses accounts are categorized as follows: 3. Salary accounts 4. Commission accounts 5. Bonuses 6. Meals and entertainment 7. Air travel 8. Automobiles rentals 9. Lodging 10. Travel accounts 11. Tour expenses accounts (Advance accounts) 12. Communication and services expenses accounts. Copyright Ā© 2010, S L Gupta 1-37 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
38.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy Fringe Benefits Types of fringe benefits are: 3. Company Car 4. Supplemental life insurance and medical insurance 5. Tax-return preparation 6. Personal tax and financial planning 7. Low or no interest loans 8. Deferred compensation 9. Supplemental retirement benefits 10. Air travel and First class A.C. for Train Travel 11. Relocation allowance Contā¦. 12. Stationary facilities Copyright Ā© 2010, S L Gupta 1-38 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
39.
Block: B as
i c s o f S ale s M an ag e m e n t I Ch-1 Sales Management Strategy 1. Laundry benefits, while on the tour 2. Special perquisites for outstanding performance by getting travel prizes recognition for outstanding performance 3. Medical expenses 4. Special business associations membership 5. Exclusive developmental programs by IIM, Ahmedabad, by Shiv Khera, etc. Copyright Ā© 2010, S L Gupta 1-39 Sales and Distribution Management Text & Cases (2nd Edition) S L Gupta Excel Books
Download now