Sales Management 1 Sales Management Overview

2 Sales Management Sales Management 1)Define Strategic Role of Sales 2)Design Sales Organization 3)Develop Sales Force 4)Direct Sales Force 5)Evaluate Sales Effectiveness & Performance

3 Factors to Consider External EnvironmentExternal Environment –Customers, Competitors, Regulators, Technology, Natural Environment, Social OrganizationOrganization –Mission, Resources (Financial, Physical, Legal, Human, Organizational, Informational, Relational), Strategy

4 Activities Involved in Planning a Sales Program Sales ForecastingSales Forecasting Sales Force StructureSales Force Structure Territory DesignTerritory Design PoliciesPolicies Hiring, Training, Rewarding, SupervisingHiring, Training, Rewarding, Supervising Evaluation and ControlEvaluation and Control

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6 Americans ranked public service professions highest in honesty and ethics. (Note sales is below lawyers, politicians and journalists.) 1. Nurses 2. Grade school teachers 3. Druggists, pharmacists 4. Military officers 5. Medical doctors 6. Policemen 7. Clergy 8. Judges 9. Day care providers 10. Bankers 11. Auto mechanics 12. Local officeholders 13. Nursing home operators 14. State officeholders 15. TV Reporters 16. Newspaper reporters 17. Business executives 18. Congressmen 19. Lawyers 20. Advertising practitioners 21. Car salesmen

10 Sales Management Trends Transactions  RelationshipsTransactions  Relationships Individuals  TeamsIndividuals  Teams Sales Volume  ProductivitySales Volume  Productivity Management  LeadershipManagement  Leadership Local  GlobalLocal  Global

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