1. Sales and Distribution Management, 2e Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai Dr Sunil Sahadev, University of Sheffield, UKCopyright 2011 Oxford University PressChapter 1: Introduction to Sales

2. Chapter 1 Introduction to Sales ManagementCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 3. Personal selling strategies 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.Willingness to go to bat for the buyer within the supplier firm Thoroughness and follow through Knowledge of the sales persons product line Market knowledge and keeping the buyer posted Applying his product and services to buyers needs Knowledge of the buyers product line Preparation for sales calls Regularity of Sales calls Diplomacy in dealing with operating departments Technical educationCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 4. Evolution of personal sellingNegotiationConsultative SellingBusiness ManagementPartnership StrategiesPersuasionCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 5. Marketing concepts1) 2) 3) 4) 5)Production concept Product concept Selling concept Marketing concept Societal conceptCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 6. Societal marketing conceptProductionSalesCustomers(Sales Orientation) Customer NeedsProductionSalesEmphasis on Sellers Needs (Marketing Orientation)Copyright 2011 Oxford University PressEmphasis on Customer NeedsChapter 1: Introduction to Sales 7. Nature and role of sales management The determination of sales force objective and goals Sales force organization, size, territory, and quota finalization Sales forecasting and budgeting Sales force selection, recruitment, and training Motivating and leading the sales force Designing compensation plan and control systems Designing career growth plans and building relationship strategies with key customersCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 8. Types of personal selling Industrial selling Retail selling Services sellingCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 9. Types of selling Order taker sales people Order creators Order gettersCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 10. Types of Selling Inside Order Taker Order TakersDelivery Sales People Outside Order TakersSelling FunctionOrder CreatorsMissionary Sales People New Business Sales People Front Line Sales PeopleOrder GettersConsumer Sales People Sales Support Sales peopleCopyright 2011 Oxford University PressOrganizational Sales PeopleTechnical Support sales People Merchandisers Chapter 1: Introduction to Sales 11. Difference between sales and marketing Starting pointFocusFactoryFactoryMeans Selling and promotingEnds Profits though sales volumeSelling concept MarketCustomer needsCoordinated marketingProfits through customer satisfactionMarket conceptCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 12. Marketing management process MARKET ANTICIPATION Marketing mix Producer MarketerProduct PriceConsumerPlace PromotionExchange offer of valueCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 13. Sales management processFormulation of a strategic sales programme Implementation of the sales programme Evaluation and control of sales force performanceCopyright 2011 Oxford University PressChapter 1: Introduction to Sales 14. Emerging trends in sales management TechnologyCustomer orientationEmerging trends in sales managementRelationship sellingTechnologyGlobal and ethical IssuesDiversityNew selling methodsCopyright 2011 Oxford University PressChapter 1: Introduction to Sales