Provide an introduction to sales management. Lecture 1

1. TEACHING WEEK 1

Sales Management

2. Objectives

Provide an introduction to sales management
Who does a sales manager manage?
Where does sales management fit into the integrated marketing communication process
Dr. Anil Kumar
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3. 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 (Futrell1998)
Managing a sales force involves recruiting, hiring, training, supervising,
compensating salespeople, motivating them to become problem solvers, and
providing the proper planning and backup support so they can perform their
jobs properly.
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4. What is Sales Management

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5. Characteristics of modern selling

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6. What is Sales Management

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7. What is Sales Management

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8. What are the sales managers goals?

Sales
• Revenues
• Profits
• Market Share
• Controlling internal costs
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9. How do they obtain their goals?

Knowledge of the sales environment
• Planning for sales
• Recruiting the sales force
• Training the sales force
• Motivating the sales force
• Supervising the sales force
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10. Managing a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become

problem solvers, and providing the proper
planning and backup support so they can perform their jobs properly.
Sales Manager
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Sales Representatives
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11. Sales Environment

• Industrial Revolution
• After WWI the need for mass distribution became evident
• 1950s and the marketing concept
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12. Sales Environment

Organizing the Sales Force
Organizing- the assignment of tasks, the grouping of task into
departments, and the allocation of resources to departments
Structure of the sales managers job
Chain of command
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13. Sales Environment

Legal Issues
Consumer protection laws
Antitrust laws
Unfair trade practices
Fraud and misrepresentation
Uniform Commercial Code
Direct-to-consumer sales
Antidiscrimination laws
Ethical Issues
Creating ethical corporate structures
Relationships with customers
Relationships with competitors
Relationships with the firm
Relationships with society
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14. Sales Environment

Internationalization
• Ethnic composition
• Religious orientation
• Social class environment
• Education
• Gender bias
• Differences in negotiating styles
• Differences in decision making
• Job status and company protocol
• Social aspects
• Perceptions of time
• Personal relationships
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15. Sales Person Motivation

The most commonly used definitions of salesperson motivation include three dimensions:
(1) intensity, referring to the amount of mental and physical effort put forth by salespeople,
(2) persistence, describing the salesperson’s choice to expend effort over a period of time,
and
(3) direction, implying that salespeople choose where their efforts will be spent among
various activities.
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16. Sales Person Motivation

Motivating can be done-
• Recognition
• Awards
• Special communications
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17. Sales Person Motivation

Motivation can be done by compensating • Salary
• Commission
• Bonus
• Combinations
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18. Sales Person Motivation

To motivate today’s salespeople, sales managers need to treat them like seven Rolls Royces! (VII RR):
Valued – the ‘feel good’ factor
Involved in the business as much as possible
Informed regularly on People, Policies, Performance and Points that interest them
Rewarded fairly related to achievement and the financial means of the company
Recognised with thanks and ‘by catching them doing something right’
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19. BENEFITS OF SELLING ACTIVITIES

Benefits to the society
Benefits to consumers
Benefits to business firms; their sales-persons and customers
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20. Staff motivation

In today’s business world,sales managers will get more from their staff if they A.G.R.E.E
Agree targets and objectives whenever possible, rather than impose
Give time and help to each of their people
Review progress on a regular basis
Empower sales people to act on their own initiative within agreed guidelines
Encourage by recognition, motivation and helping them to learn from mistakes.
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21. B-B & B-C Selling

B-B
&
B-C
Selling
The term business-to-consumer (B2C) refers to the process of selling products and services
directly between a business and consumers who are the endusers of its products or services.
Most companies that sell directly to consumers can be referred to as B2C companies. An
example of B2C includes retail sales, as the items sold are directly targeted and consumed
by one individual person.
Business-to-business (B2B) describes a relationship, situation, or marketplace between one
business entity and another. A B2B company is one sells to other businesses. Common
examples of B2B sales include: Organizations that provide professional services (e.g.
market research) to companies.
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22. QUESTIONS PLEASE IF ANY……………….

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