2. Evolution Of Sales Mgmt.
• Situation before industrial revolution in U.K.
(1760AD)
• Situation after industrial revolutions in U.K.,
and U.S.A.
• Marketing function splits into sales and other
functions like market research, advertising,
physical distribution
3. What is Sales Management?
• One definition: “The management of the
personal selling part of a company’s marketing
function.”
• Another definition: “The process of planning,
directing, and controlling of personal selling,
including recruiting, selecting, equipping,
assigning, supervising, paying, and motivating
the personal sales force.
4. Nature of Sales Management
• Its integration with marketing management
Head-
Marketing
Manager- Manager – Manager – Manager – Manager –
Promotion Market Sales Market Customer
Research Logistics Service
• Relationship Selling
5. Objectives of Sales
management
• Sales volume
• Contribution to profits
• Continuing growth
6. Other Objectives
• To design a sales programme
• To establish and manage a sales organization
• To control the sales performance, sales activities
and expenditure
• To set the sale s goals, formulate the sales
policies, and design the sales strategies.
• To mange the sales force
• To interact with other departments
• To interact with the trade and customers
7. Functions of sales executive
Basically, the functions of sales executives has
been divided into two:-
• Operating functions
• Planning functions
Sales – cost of sales = gross margin.
Gross margin – expenses =net profit
8. Operating functions
• It includes:
– Sales force management.
– Handling relations with personnel(middlemen/
customers).
– Communicating and coordinating with other
marketing executives.
– Reporting to superior executives.
9. Planning functions
• It includes:
– Sales programs
• Setting personal selling goals
• Formulating sales policies
• Formulating selling strategies
– Sales organisation and its control
• Designing and shaping the organisation
• For staffing
• For developing the skills.
• For providing leadership.
10. Relation with other
executives
• Sales &Advertising: both stimulate demand.
They need to be blended. Salespersons can
improve advertising effectiveness. Advertising
needs to support sales where and when they
need it most.
• Sales & Marketing information: data is needed
for analysis of sales problems, for determining
sales potential. Raw data is collected by sales
people.
11. Relation with other
executives
• Sales and service: contributes to strategy success.
• Sales and distribution: minimizes stock out
situation; improves inventory control; helps sales
to focus on demand generation.
• Sales & Production: the amount of demand is
assessed by the data provided by salesmen.
• Sales and R&D: the R&D is based highly on the
changing needs, taste and preferences of people.
• Sales &Finance: the higher is the sale, more is the
revenue earned by the company.
12. Importance Of Sales
Management
• Sales maximization
• Profit maximization
• Growth and development
• Strong planning
• Formation of organization
• Advise to top management
• Optimum relationship
13. Functions of a Sales
Manager
Administrative functions
Sales planning
Sales administration
Sales policy and strategies
Sales forecasting
Sales organization
Coordination in advertising and sales promotion
Communication
Budgetary control
Decision making
Marketing research
14. Functions related to sale force management
The sales force structure
Selection of sales personnel
Placement of sale personnel
Training of sales personnel
Remuneration of sales personnel
Motivation of sales personnel
Direction
Control
Internal and external relations
Determination of territory size
Fixing the sales quota
Evaluation of performance
15. Qualities of a Sales Manager
Physical qualities
Sound health
Cheerful
Appearance
Psychological qualities
Quick action
Confidence
Coordination
Tactful
Initiative
16. Social qualities
Social
Courteous
Good manner
Co-operative
Character qualities
Honesty and integrity
Discipline
Courage
Determination
Humanism
17. Sales Department Structure
R & D Officer Sales Personnel
Advertisement
Sales Personnel
Officer
Sales Promotion
Sales Sales Personnel
Officer
Manager
Sales Officer Sales Personnel
Credit Officer Sales Personnel
General Officer Sales Personnel
18. Making Sales Management
Effective
• vision
• market focus
• clear guidance
• a good team
• spending time with the team
• motivation
• good communication
• sales excellence
• innovation
• leadership
