Sales Force Management

Week 1

Who are we ? Name Email Mobile Number Earlier degrees Interests/Hobbies Why study SFM ? What do you expect from this course ?

Why SFM ?h Fast growth opportunitiesh Measurable performanceh Opportunity to Build wide network/ relationshiph Helps Build emotional intelligenceh Opportunity to gain Industry knowledgeh Inter-Personal Skillsh Can be the hero of the companyh More scope to enrich in all job functionsh Generally turn to be good in HRh Personality becomes aggressive

Sales ?Types of Exchanges/Reciprocity

•Generalized1•Balanced2•Negative3

Sales

Evolution of Sales Function

Demand Directs Supply

Buyer Seek Sellers

Manufacturing had Higher Importance

No Mass Production

Pre-Industrial Era

Evolution of Sales Function

Mass Production Commenced

New Markets to be found

Specialized Departments for Personal Selling

Competition Forced itFurther

Post-Industrial Era

Current Environment

MARKETING

Sales

Advertising

Market Research

Sales Promotion

Credit/ Collection

Export

Traffic / Shipping

Merchandissing

Defining Sales Management

Sales Management is the attainment of sales goals in an ethical, efficient, and effective

manner.

Sales Management in the 21st Century Building long-term relationships with customers Creating more nimble and adaptable sales

organizational structures Removing barriers within the organization to

create greater job ownership and commitment from salespeople

Shifting sales management style from commanding to coaching

Leveraging available technology for sales success

Integrating salesperson performance evaluation to incorporate all activities and outcomes

Key Themes Innovation – thinking outside the box Technology – broad spectrum of tools

available to salespersons Leadership – capability to make things happen Globalization Ethics

Functions of Sales Management

Sales management is the attainment of sales force goals in an effective and efficient manner through:

• Planning

• Staffing

• Training

• Leading

• Controlling organizational resources

Sales Management Functions

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.

Sales Management Functions

STAFFING

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

Sales Management Functions

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.

Sales Management Functions

LEADING

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

Sales Management Functions

CONTROLLING

Monitoring sales personnel’s activities Determining whether the organization is

on target toward its goals Making corrections as necessary.

Sales Management Functions

External Environment

Internal Environment

Goals/Objectives/Culture Mission and objectives drive customer

management approaches A well-defined mission + successful corporate

history + top management values = strong corporate culture

Personnel Modern sales organizations are highly

complex and dynamic Often difficult to expand to take advantage of

growing markets Utilizing outside specialists can help firms

meet need to expand

Financial Resources Lack of financial resources can:

constrain ability to develop new products limit promotional budget limit size of sales force

Production and Supply Chain Capabilities Production capacity Location of production facilities Transportation costs Ability to ensure seamless distribution and

service after the sale

Service Capabilities Opportunity for strong competitive advantage Difficult for other firms to compete for same

customers Customers reluctant to switch regardless of

price

R&D and Technological Capabilities Excellence in design and engineering provide

major promotional appeal Ability to communicate technological

sophistication as value-add helps prevent over-reliance on price to get sales

Thnx