-Meaning and its Objectives Presented To: Presented by: Prof. M.R. Rana Abhishek singh-01 Ajay Virdi-02

Definition.. ‘Sales management’ as “the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal salesforce”. -American Marketing Association. “the overall management of sales and it refers to only a specialised application of the process of management as a whole”. -Professor Breech.

Basic Characteristics One of the functions of Business. Business management is a broad discipline made up of major functional managerial areas like mktg., finance, production personal and each is again divided into specialised sub- functions say sales, sales promotion, public relations, advertising etc. Responsible for major part of Marketing Mgt. Being a part of Mktg Mgt., Sales mgt. performs many good functions which includes –planning, organising, directing, coordinating, motivating and controlling the activities of the sales people-recruitment, selection, supervision, coordination, motivation and evaluating the performance.

Basic Characteristics Equally cares for Personal Selling Activities. It cares for not only for selling but also new product development, pricing, merchandising, supply chain management, advertising and sales promotion. Designed to achieve specific Objectives Sales Maximization. Profit Maximization. Attainment of Continued Growth.

Functions of Sales Management Sales Planning. Sales Organising. Sales Directing. Sales Coordinating. Sales Motivating. Sales Controlling.

Significance of Sales Management Setting up of sound Sales Organization. Sound Business Planning. Direction and Control of Salesforce. Acts as a Coordinator. Contribution towards the Achievement of Goals. Building and Taking Advantage of Competitive Advantage. Building the Corporate Image. Becomes an Engine of Growth.

Objectives of Sales Management Fundamental Objectives: Sales Maximization. Profit Maximization. Attainment of Continued Growth. Collateral Objectives: Identifying Market Opportunities and to Attain them. Forecasting and Charting the Future Course of Operations. Guiding and Leading the Sales people and Middlemen. Participative Type of Management.

Sales management process

Best case Sales team is a revenue machine People have right skills and experience They are motivated to come in each day and close business You coach them regularly to improve their performance When problems arise they are dealt with swiftly The sales team does a great job of delivering the company’s value proposition, brand strategy band message.

Worst case Your sales team isn’t strong. They may not have a dedicated sales manager to help improve performance They may not have enough capable employees especially if you are a small company that cannot afford big hitters You have a pipeline but don’t know what’s happening with prospects, it takes longer then it should to close deals You suspect you need an entirely new sales operation.

Neutral case There are strong and weak players on the sales team Sometimes require a lot more hand holding than you like, there isn’t always time to give them help they need. As a result their close ratios are much lower. They are probably not hitting the quotas but they are not a major liabilities to the company.

Challenges and need for Sales Management ChallengesNeeds Large number of prospectsImprove collaboration with channel partners High cost of salesTrack movement to identify bottlenecks Low revenue per customerProvide on time sales support to channels Ineffective channel sales team

Sales management trends FromTo TransactionsRelationships IndividualsTeams Sales volumeSales productivity ManagementLeadership LocalGlobal

Conclusion