Chapter 1 jobs of sales management.

Chapter GoalsThe nature of personal selling.

The role of sales force.How sales management has changed.

Critical role, tasks, and activities of field sales manager.

sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.

It is the management of sales activities (sales presentation, order taking, as well as the

management of firm Personal Selling. The sales manager is responsible for

planning, organizing, directing, and controlling the personal selling function.

Sales management

Personal selling means direct communication of sales person with the perspective buyers aiming to sale the product.

A major factor is increasing the sales of the firm.

It is the part of promotion.The following important point involve in the

nature of personal selling, these are

The nature of personal selling.

in personal selling there is direct communication involved in the buyer and seller.

Personal selling is a promotion tool that brings the product into public dealing.

Sales person toward the relationship with the customer.

More authentic way of making sale because of more clarifications.

Sales person and customer direct deal with each other.

(1) Human element is critical

As has been mentioned above the sales person

is the source of trust for the organization. Sales person promote the image of the

organization in the customer mind. The sales person fulfill all the promises made

in the sales agreement e.g. quick delivery, warranties, guaranties.

Customer confidence is essential for long term relations which is a sign of success for the organization.

(2) Customer confidence is enhanced

As direct communication since customers can react to the message of the sales person.

Sales person can get the decision required from the customer on the spot.

(3) Customer can act immediately

Sales person contact customers personally, receive orders, problems and complaints personally and handle it.

Sales person advance more attention to the customer.

The sales person identify the customer needs and wants by getting information personally.

(4) customer treated as individual

Sales people are no more just sales people. They are eyes and ears of the organization. they

first of all follow the marketing concept  Marketing Concept As concept of marketing has changed since selling

and sales management has changed. Marketing concept is based on three things:

◦Customer Orientation◦Coordination of all customer related activities.◦Profit direction.

 

Changes and selling.

customer orientation strategy is the way that a business focus its, to provide high quality product or service to consumers. There are many specific ways of doing this, but in general there are three ways that you can orient a product to consumers: aiming at price sensitive customers, aiming at quality sensitive customers and aiming at niche customers.

(1) Customer orientation

All business is customer related at some level,

but some activities of business are more directly and clearly related to customers

than others. Such as services ,advertisement, product quality.

(2) Coordination of all customer related activities

The purpose of business is the creation and maximization of profit. Every management need to clearly inform our sales force about the business desire profit. and every salesman need to achieve our daily basis object to achieve the company desire profit.

(3) Profit direction

The Role Personal Selling in Product Strateg

Sales people find information about the customer needs and requirements, the desired features and benefits and help in product testing.

The Role of Personal selling in the Pricing Strategy

Sales people adjust the prices according to the market conditions, cost plus method, demand oriented method, competition oriented method, parity method.

What is the role of personal selling in marketing mix.

The Role of Personal Selling in Distribution Strategy

Direct and Indirect channel of Distribution. The Role of Personal Selling in

(Promotion) Strategy Personal selling is one of element of

promotional mix

Con…..

Must have professional education. Communication skills. Negotiation skills. conflict resolution skills. Management skills Skills to remain current with the market. Human relation skills

Qualifications for the Field of Sales Management

Purposes of training( first of all finding the training purpose)

Training methods:(what method follow it.)◦Discussion◦Off the job training◦On-the-job training

Where does training take place, and who is involve in training ◦Centralized training programs used it,◦Decentralized training program used it.

Training of sales force.

◦ It connects organization with the external environment.

◦ It informs the organization about customer needs. It gives chances to the organization to

survive and grow

Dimension of sales manager

The following of the task of sales manager, they must start ,

Analysis: find internal sales record, sales people reports, market trends.

Planning: setting objectives for the sales force, then strategies to achieve those objectives.

Organization: setting structures and procedure for sales programs. Divide the work into different parts.

Direction: supervision of day to day activities and implementations of plans and programs.(suggestion,)

Control: comparison of actual with desires, finding deviations and taking corrective actions to put everything on a right track

Tasks of Sales Managers

From Selling to Managing

Sales Representative Sales Manager 1. Develop accounts Develop people 2. Player Coach 3. No management Yes, do

management. 4. Make call and sell Prepare people for

calls and sell

From selling to managing.