Sales Management, Distribution Management, Logistic Management, Process, Objective, Roles, Quality

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Module I : Introduction

2. WHAT IS THE DIFFERENCE B/W SELLING &
MARKETING………..??
Starting Point Focus Means Ends
Factory Existing Products
Selling and
promoting
Profit through
sales volume
Market Consumer Need
Integrated
Marketing
Profit through
Consumer
satisfaction
The selling concept
The marketing concept
Advertisement
Sales Promotion

3. M a r k e t i n g M i x
Product Price Place Promotion
P e r s o n a l S e llin g A d v e r tis in g S a le s P r o m o tio n P u b lic ity
Selling as a part of MarketingSelling as a part of Marketing
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4. WHAT IS SALES MANAGEMENT…..?
 It is a process of performing the selling activities by recruiting
& selecting sales force, training sales representatives,
supervising & motivating them and finally evaluating their
performance against set goals & standards.
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6. OBJECTIVES OF SALES MANAGEMENT
1. Increase sales volume
2. Speed up the sales of slow moving products
3. To check the fluctuations in sales
4. Attract new customers
5. Launch new product & increase trial
6. Encourage repeat purchase
7. Clearance of excessive inventories
8. Hire fire & Train sales staff
9. Develop & manage sales territories & quotas
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7. 10. Develop & implement sales compensation plan
11. Plan & facilitate regular sales meetings
12. Motivate dealers to stock & sell more
13. Encourage dealers to participate in display & sales contests
14. To increase store traffic
15. Improve relationship with dealers
16. Motivate sales force
17. To supplement advertising efforts
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8. ROLE OF SALES MANAGER
 How to design the sales force
 Manage the right things - Time and People
 Leadership Styles
 Strategic planning and budgeting
 Account relationship management
 Sales ethics
 Managing the difficult employee
 Motivating sales people
 Team building
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9. QUALITIES OF A SUCCESSFUL SALESMAN
 Sound Health
 Good Appearance
 Pleasant Voice
 Good Posture
 Cheerfulness
 Imagination
 Alertness
 Resourcefulness
 Initiative
 Observation
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10. QUALITIES OF A SUCCESSFUL SALESMAN
 Self Confidence
 Memory
 Sociability
 Patience & Tolerance
 Effective Speech
 Reliability
 Courage
 Determination
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