Think about it…Think about it…

““The best manager is the one who has enough The best manager is the one who has enough sense to pick good people to do what he sense to pick good people to do what he wants and enough self-restraint to keep wants and enough self-restraint to keep from meddling with them while they do it.”from meddling with them while they do it.”

--Theodore Roosevelt----Theodore Roosevelt--

Outside vs. Inside Sales Outside vs. Inside Sales

Inside Sales…Inside Sales…

The CustomerThe Customer

COMES COMES

to to

The Sales RepThe Sales Rep

Outside Sales…Outside Sales…

The Sales RepThe Sales Rep

GOES GOES

to to

The CustomerThe Customer

Outside SalesOutside Sales

Occurs when a sales rep makes in-person, Occurs when a sales rep makes in-person, face-to-face calls at the customer’s business face-to-face calls at the customer’s business or home:or home:

Two Main Types:Two Main Types:

(1) outside sales to a business customer(1) outside sales to a business customer

(2) outside sales to a household customer(2) outside sales to a household customer

Types of Sales JobsTypes of Sales Jobs

Sales Developer—Order getter; consultative Sales Developer—Order getter; consultative selling; creative sellingselling; creative selling

Sales Maintenance—Order taker; driver Sales Maintenance—Order taker; driver salesperson; rack jobbersalesperson; rack jobber

Sales Supporters—Missionary sales rep; Sales Supporters—Missionary sales rep; sales engineer; technical sales assistantsales engineer; technical sales assistant

Internet SellingInternet Selling

Selling over the Internet may do away with:Selling over the Internet may do away with:– In-person calls to small or marginal accountsIn-person calls to small or marginal accounts– Routine order-taking sales callsRoutine order-taking sales calls– Mail-outs of product information, brochures, Mail-outs of product information, brochures,

catalogs, etc.catalogs, etc.– Sales calls to solve routine technical problemsSales calls to solve routine technical problems

Relationship SellingRelationship Selling

Sales reps focus on building trusted Sales reps focus on building trusted relationships with a few key customers, not relationships with a few key customers, not on making large numbers of calls on making large numbers of calls

Trends Driving Relationship SellingTrends Driving Relationship Selling

Products are easily copied so companies need a Products are easily copied so companies need a way to stand outway to stand out

Customers now Customers now expectexpect consulting and problem consulting and problem solving along with the productsolving along with the product

It’s easier than ever for customers to purchase It’s easier than ever for customers to purchase from international suppliers or off the Internet, from international suppliers or off the Internet, if if they want tothey want to

Smaller accounts can be handled through low-cost Smaller accounts can be handled through low-cost channels freeing up good sales repschannels freeing up good sales reps

Value-Added Components Delivered Value-Added Components Delivered in Relationship Sellingin Relationship Selling

– Customer insightCustomer insight– Individualized problem-solving Individualized problem-solving – Product trainingProduct training– Technical assistanceTechnical assistance– Customized productsCustomized products– Special services or quick deliverySpecial services or quick delivery– Long-term contractsLong-term contracts

Differentiating Features of Sales Differentiating Features of Sales JobsJobs

Sales reps work with little or no supervision Sales reps work with little or no supervision Sales reps have the authority to spend the Sales reps have the authority to spend the

company’s moneycompany’s money Sales reps require Sales reps require continuouscontinuous motivation motivation Sales reps need more tact and social intelligence Sales reps need more tact and social intelligence

because they deal with the publicbecause they deal with the public Sales reps face more role conflict, ambiguity, and Sales reps face more role conflict, ambiguity, and

stressstress Sales reps spend considerable time away from Sales reps spend considerable time away from

home and familyhome and family

Factors that Make the Sales Factors that Make the Sales Manager’s Job More DifficultManager’s Job More Difficult

Outside reps cannot be supervised on a Outside reps cannot be supervised on a daily basisdaily basis

Communication methods other than face-to-Communication methods other than face-to-face must often be usedface must often be used

Unethical behavior is harder to monitorUnethical behavior is harder to monitor Morale problems are harder to handle Morale problems are harder to handle

because reps are separated from their peer because reps are separated from their peer (support) group(support) group

Individualized training is difficult Individualized training is difficult

2121stst Century Challenges of Century Challenges of Sales ManagementSales Management

Managers must supervise a more diverse group of Managers must supervise a more diverse group of employees, including more women and minoritiesemployees, including more women and minorities

Managers must keep up-to-date with rapidly changing Managers must keep up-to-date with rapidly changing technologytechnology

Managers must supervise teams as well as individualsManagers must supervise teams as well as individuals Managers must oversee many sales channels Managers must oversee many sales channels

simultaneouslysimultaneously Managers must deal with international clientsManagers must deal with international clients Managers must display high ethical standardsManagers must display high ethical standards Managers must learn to value and reward relationships Managers must learn to value and reward relationships

rather than transactionsrather than transactions