. Introduction to Sales Management

Sales Management Heavyweight boxer George Forman’s advice to his children L.A. Times, pg. C2, Tuesday, March 25, 1997 “ I don’t care how many degrees you have on the wall, if you don’t know how to sell, you’re probably going to starve.” “ I don’t care how many degrees you have on the wall, if you don’t know how to sell, you’re probably going to starve.”

. Sales Promotion Mass Selling Personal Selling Target Market Price Promotion Place Product Personal selling techniques Compensation and motivation approach Selection and training procedure Number and kind of salespersons needed

Learning Objectives Overview of a sales manager’s job Various types of sales managers and skills required Transition from MR / salesperson to sales manager

Objectives of Sales Management Sales Volume : Maximization of sales-income Maximization of profits Continuing Growth : Increase of market share Customer satisfaction

What is sales management Sales management is the attainment of Sales Force Goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources.

Sales Management Covers Two Ideas The five functions The attainment of organizational goals

Sales management process Sales management functions RESOURCESRESOURCES Planning Controlling Staffing PERFORMANCE PERFORMANCE Leading Training

The five functions of sales managers Planning Entire organization / Specific work units / Individual Long periods / short periods General – To improve SOM with network Specific – To reduce stock level of product A at stockiest

The five functions of sales managers Staffing People are most important – People planning-How many and type of sales personnel Employment Planning

The five functions of sales managers Training Training - How to do present Job Development – Skills needs for future jobs Leading Leading entire departments /divisions

The five functions of sales managers Controlling Monitoring sales persons activities Example : Weekly/monthly monitoring Making corrective actions

Sales Performance Attainment of goals in an efficient and effective manner Effectiveness – Degree to which the objectives are achieved. Efficiency - Amount of resources used to achieve goal.

Sales leader levels in the organizational hierarchy CEO President V. P. in marketing National sales manager Zone sales manager Regional sales manager District sales manager Operational Non Managerial MR / Key account Strategic Tactical

Types of sales managers % of time spent by different levels TOP Managers Middle Managers First Line Managers Planning Staffing10 20 Training Leading30 25 Controlling202215

Sales Personnel Career Path President Vice President of Marketing National Sales Manager Zonal Sales Manager Regional Sales Manager District Sales Manager Key Accounts Sales Person MR /Sales representative Sales Trainee

Sales Management Skills Conceptual and Decision skills - Cognitive ability- Titan People skills Technical skills

Relationship of Sales management skills to sales leader level Conceptual and decision skills People skills Technical skills Top sales leader Middle sales leader First line sales Leaders Non managerial sales person

The nature of sales jobs Variety of Sales Responsibilities Sales Development Sales Support Sales Sustenance / continuation

. Activities of sales people Jack of all trades Jack of all trades

Select activities of sales people Generate Sales Pre call planning Prospecting Sales presentations Closing Collect payments Participation in trade shows

Select activities of sales people Service to Customers Technical Consulting Merchandising assistance Training retailers sales persons

Select activities of sales people Territory Management Analyze the information on customers and competitors Disseminate the information to the company Develop plans, forecasts & budgets

Select activities of sales people Professional Development Participate in Sales Meetings Participate in Sales Training Programs

Select activities of sales people Company Service Train new sales people

How sales jobs differs from other jobs  Responsible for Implementing marketing strategies  Represent company to customer & society  Represent customers to the companies  Require high degree of motivation

How sales jobs differs from other jobs  Required to develop innovative solutions. Accept “ No”  Tact and social intelligence  Required to Travel extensively  Large role sets  Role conflict,ambiguity, and role stress

Promotion from sales person to sales manager  Perspective change  Goal change  Responsibilities change  Satisfaction changes  Job skill requirements change  Relationships change