AN INTRODUCTION
“ YOU TAKE AWAY MY MONEY MY FACTORIES BUT LEAVE MY SALES FORCE BEHIND AND I WILL GET BACK TO WHERE I WAS IN 2 YEARS” -ANDREW CARNEGIE
BARTER SYSTEM ALL SUPPLIERS IN ONE AREA TRADERS WENT TO THE CUSTOMER NEED BASED SELLING- PRODUCTS WERE MADE SPECIALLY KEEPING IN MIND THE CUSTOMERS NEED. SALES PERSON TARGETED THE CUSTOMER ACCORDING TO THEIR NEED
CUSTOMER IS THE KING, THE LATENT NEEDS ARE IDENTIFIED THE SALES PERSON MAKES THE CUSTOMER REALIZE WHAT THAEY ARE MISSING IN LIFE. THAT IT THE CUSTOMER NEED AND NOT THE SALESPERSON NEED THAT THEY ARE SATISFYING BY SELING THE PRODUCT. SERVICES IS THE KEY DIFFRENTIATOR, GOOD QUALITY PRODUCT AT LOW COST, FEEDBACKOF CUSTOMERS IMPORTANT,
SALES IS THE EXCHANGE OF GOODS AND SERVICES FOR AN AMOUNT OF MONEY OR ITS EQUIVILENT IN KIND. Sales is the most important and the most difficult function in an organization. Sales is like fuel to the engine.
Advertising and other promotional tools may build a desire for the product in the mind of a customer but it is ultimately the interaction with the sales person that is critical in closing the sale. Without sales a business cannot exist. Therefore managing the sales force is the most critical activity.
“The process of planning, directing, and controlling of personal selling, including recruiting, selecting, equipping, assigning, supervising, paying, and motivating the personal sales force.
The only function / department in a company that generates revenue / income The financial results of a firm depend on the performance of the sales department. Many salespeople are among the best paid people in business It is one of the fastest and surest routes to the top management
The face of the organization. Direct relationship with the customers and help to build a long term relation with them.( one of the most important function of sales) Helps the organization to enhance its knowledge about the customer or distributor. Its helps the organization meet its business goals.
However to carry out its functions effectively the sales team requires the support of all the departments.
SALES FORECASTING HELP IN FORMULATING THE FUTURE STRATEGIES & OBJECTIVES. Coordinating the sales efforts with the marketing program. Coordination with distribution network Obtaining dealer identification
preparing Special literature and training for the distribution channel. THEY MAKE SURE THAT THE PERSONAL SELLING IS FAIR AND IMPARTIAL IN DEALING WITH MIDDLEMEN. CORDINATING THE IMPLEMENTATION OF MARKETING STRATEGY. CORDINATING THE EFFORTS OF ALL DEPARTMENTS.
JOB DESCRIPTION,RECRUITING,INTERVIEWING, SELECTING SALES PERSONAL. TRAINING SALES PERSONAL COACHING MOTIVATING- BOTH ACCOMPLISHERS AND IMPROVERS
SETTING TARGETS- MODE OF EXPRESSION, CHALLENGING AND REALISTIC RECONGNIZING AND REWARDING PERFORMANCE PROVIDING LEADS AND SALE SUPPORT COORDINATING WITH OTHER DEPARTMENTS TO CLEAR ALL THE HURDLES FOR THE SALES STAFF. ORGANIZING AND CONTROLLING THE SALES FORCE
CONDUCTING SALES MEETING-SERVES AS A CONTROL, FEEDBACK, TEAMSPIRIT, REVISING TARGETS, REVIEW PERFORMANCES, REWARD AND MOTIVATE, REPREMAND,DISSIMINATION OF IMPORTANT INFORMATION. REVIEW OF THE SALES FORCE PERFORMANCES.