amity university SDM sales distribution management module 1

1. Amity School of Business BBA V Semester Sales and Distribution Management Module-1 INTRODUCTION

3. SALES MANAGEMENT What is Sales Management? “ The 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 1960 “ The management of sales force”

10. Sales Management Functions

11. PLANNING The conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them .

12. Sales Management Functions

13. STAFFING Activities undertaken to attract, develop, and maintain effective sales personnel within an organization.

14. Sales Management Functions

15. SALES TRAINING The effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment .

16. Sales Management Functions

17. LEADING The ability to influence other people toward the attainment of objectives.

18. Sales Management Functions

19. CONTROLLING Monitoring sales personnel’s activities, determining whether the organization is on target toward its goals, and making corrections as necessary.

20. Sales Management Functions

22. Levels of Sales Management Positions First / Lower Level Sales Managers Middle-Level Sales Managers Top-Level Sales Managers / Leaders CEO / President V. P. Sales / V. P. Marketing National Sales Manager Regional / Zonal / Divisional Sales Managers District / Branch / Area Sales Managers Sales Trainee / Sales Person / Sales Representative

23. Relationship selling Customer orientation Global and ethical Issues New selling methods Emerging trends in sales management Emerging trends in sales management Technology