Functions Sales Management

8/11/2019 Functions Sales Management

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Sales Management: Shaping Future Sales Leaders

Saeed Ur Rehman

Fall - 2014


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Introduction/Overview of

Sales Management


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WHAT IS SALESMANAGEMENT?

Sales management is the attainment of sales force goals in an

effective and efficient manner through:

Planning

Staffing

Training

Leading

Controlling organizational resources


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Planning

Staffing

Training

Leading

Controllingorganizationalresources

The conscious, systemic process of makingdecisions about goals and activities that anindividual, group, work unit, or organization willpursue in the future and the use of resources

needed to attain them.

Sales Management Functions


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Planning

Staffing

Training

Leading


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



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Planning

Staffing

Training

Leading


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.



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Planning

Staffing

Training

LeadingControllingorganizationalresources

The ability to influence other people toward theattainment of objectives.



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Planning

Staffing

Training

Leading

Controlling

organizational

resources

Monitoring sales personnels activities, determining

whether the organization is on target toward itsgoals, and making corrections as necessary.



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Sales Management is the attainment of sales goals in anethical, efficient, and effective manner.

THE SYSTEMS VIEW OF AN ORGANIZATION

Organizational effectiveness is the degree to whichthe organization achieves a stated objective.

Organizational efficiency refers to the amount ofresources used to achieve an organizational goal


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To p S a le s L e ad e rs

(S t ra teg i c )

First-LineSales Leaders(Operational)

Middle SalesLeaders

(Tactical)

LEVELS IN THE ORGANIZATIONAL HIERARCHY

Regional Sales Leader

CEO

Presiden

t

V. President of Marketing

National Sales Leader

Zone Sales Leader

District Sales Leader

Assistant District Sales Leader

Non managerial Salespeople

Sales Trainee Salesperson Key Account


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Skills Required

Top Sales Leaders

Middle Sales Leaders First Line Sales Leaders


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Skills

Top Sales Leaders

Middle Sales Leaders

First-Line Sales Leaders

Nonmanagerial Salespeople

Conceptual and

Decision Skills

People Skills Technical Skills


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Sales Trainee

Salesperson

Key Account Salesman

Distt Sales Manager

Reg Sales Manager

Z. Sales Manager

National Sales Mgr.

Vice President Marketing

PresidentA SALES PERSONNEL CAREER PATH


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Managing Sales Force Is Important

Sales department is the backbone of anyfirm/company

Sales positions are hardest to fill

Sales consumes >20% of a firms revenue


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$$$

Sales starting salaries are ~20% higher than othermarketing positions

Many CEOs get their start in sales

Sales managers earn more than managers in other areas

Sales jobs predicted to grow at a faster rate than otherprofessions


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What do salespeople sell?


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Selling

Includes:

Information

Services

Ideas

Hard goods

P&G Gillette Mobilink


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Selling a Service

Financial services

Radio, television, andInternet advertising

Newspaper advertising

Hotel, motel, andconvention centerservices

Real estate Insurance

Banking

Business services


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Discussion Questions

What do you mean by sales?

How do you define it?


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Definition of Sales

Profitable exchange of products, ideas,information and services (against money)in which both the seller and the purchaser

have mutual confidence and long lastingsatisfaction


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Sales Titles Vary

Account executive

Sales representative

Sales account manager

Relationship manager

District representative

Missionary representatives

Sales consultant

Client development manager

Sales associate

Marketing representative

Territory manager

Key account manager


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Employment Settingsin Selling Today

Selling a service

Selling for a retailer

Selling for a wholesaler

Selling for a manufacturer


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Retail Selling

Recreational vehicles

Television and radio

receivers

Furniture/decoratingsupplies

Tires and related accessories

Computers

Product categories like these usually require a high degreeof personal selling

Automobiles

Musical instruments

Photographic equipment

Fashion apparel

Major appliances


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Wholesale Selling

Inside salesperson

Relies heavily on phoneorders

More office-based Internet often used for

support

Inside sales growing in

popularity as a cost-savingmove

Outside salesperson

On-the-road

Duties vary

Often must be familiar withmany products

Must know details ofcustomers operation

Serves as consultant to thecustomer


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Manufacturer Selling

Field salesperson

Gains new customers

Increases sales for

existing customers

Detail salesperson

Pharmaceutical

Sales engineer

Knows technical details

Must identify, analyze, solve

customer problems

Inside salesperson

Takes orders

Supports field staff


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Telemarketing Sales Channel

Telemarketing: a channel in which the salesprocess is conducted by telephone

Serves two purposes: sales and service

Inside sales, backup for outside sales

Sometimes used to maintain contact with smallercustomers

Also used to find and qualify prospects


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How Salespeople Spend an Average46-Hour Work Week


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Sales Hierarchy

Sales Director

Sales

Planning

Sales

Training

RSM

South

ASMs

RSM

North

ASMs

Field

Supervisors

SalesReps Sales Reps

Field

Supervisors


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Functions Sales Management

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