-Meaning and its Objectives

Presented To: Presented by:Prof. M.R. Rana Abhishek singh-01

Ajay Virdi-02

Definition..‘Sales management’ as “the planning,

direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal salesforce”.

-American Marketing Association.

“the overall management of sales and it refers to only a specialised application of the process of management as a whole”.

-Professor Breech.

Basic CharacteristicsOne of the functions of Business.Business management is a broad discipline made up

of major functional managerial areas like mktg., finance, production personal and each is again divided into specialised sub-functions say sales, sales promotion, public relations, advertising etc.

Responsible for major part of Marketing Mgt.Being a part of Mktg Mgt., Sales mgt. performs many

good functions which includes –planning, organising, directing, coordinating, motivating and controlling the activities of the sales people-recruitment, selection, supervision, coordination, motivation and evaluating the performance.

Basic CharacteristicsEqually cares for Personal Selling Activities.It cares for not only for selling but also new product

development, pricing, merchandising, supply chain management, advertising and sales promotion.

Designed to achieve specific ObjectivesSales Maximization .Profit Maximization.Attainment of Continued Growth.

Functions of Sales Management

Sales Planning.

Sales Organising.

Sales Directing.

Sales Coordinating.

Sales Motivating.

Sales Controlling.

Significance of Sales Management Setting up of sound Sales Organization.Sound Business Planning.Direction and Control of Salesforce.Acts as a Coordinator.Contribution towards the Achievement of

Goals.Building and Taking Advantage of Competitive

Advantage.Building the Corporate Image.Becomes an Engine of Growth.

Objectives of Sales ManagementFundamental Objectives:

Sales Maximization.Profit Maximization.Attainment of Continued Growth.

Collateral Objectives:Identifying Market Opportunities and to Attain

them.Forecasting and Charting the Future Course of

Operations.Guiding and Leading the Sales people and

Middlemen.Participative Type of Management.

Sales management process

Best caseSales team is a revenue machinePeople have right skills and experienceThey are motivated to come in each day and close

businessYou coach them regularly to improve their

performanceWhen problems arise they are dealt with swiftlyThe sales team does a great job of delivering the

company’s value proposition, brand strategy band message.

Worst case Your sales team isn’t strong. They may not have a

dedicated sales manager to help improve performance

They may not have enough capable employees especially if you are a small company that cannot afford big hitters

You have a pipeline but don’t know what’s happening with prospects, it takes longer then it should to close deals

You suspect you need an entirely new sales operation.

Neutral case

There are strong and weak players on the sales team

Sometimes require a lot more hand holding than you like, there isn’t always time to give them help they need. As a result their close ratios are much lower. They are probably not hitting the quotas but they are not a major liabilities to the company.

Challenges and need for Sales Management

Challenges Needs

Large number of prospects Improve collaboration with channel partners

High cost of sales Track movement to identify bottlenecks

Low revenue per customer Provide on time sales support to channels

Ineffective channel sales team

Sales management trendsFrom To

Transactions Relationships

Individuals Teams

Sales volume Sales productivity

Management Leadership

Local Global

Conclusion