1. Presented By: Anubhav Sharma (07-MBA-2008) Anuj Gupta (08-MBA-2008)

2. is defined as the Planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning routing, supervising, paying and motivating as these tasks apply to the sales force. Sales Management

3. Traditional Modern Standard product Sales Function performed by sales person Seller has product knowledge Value is represented and judged acc. to Selling Price Benefits of supply extends to products and services only Strategic emphasis is on new business growth Customized, flexible, tailored product and service Sales Function Performed By Strategic business manager Seller has strategic knowledge of customer’s market place Value is judged acc. to cost to customer Benefits extend to relationship continuity Strategic emphasis is on customer retention

4. Challenges to Sales Management Competition Globalization Shorter Product Cycles Boundary less Global Markets Customers Increasing Buying Skills Rising Expectations

5. Objectives Sales Volume Contribution to Profit Continued Growth

6. Sales Management Process Goal Setting Planning, Budgeting and Organizing Implementing Recruiting Training Compensation Designing Territories and Allocating Sales Efforts Controlling and Evaluating

7. Sales Organization

8. is the Planning, Directing and Coordinating the activities of sales force for increasing the organizational efficiency Sales Organization

9. Characteristics of Sales Organization Sales Organization is a part of total enterprise It works for attainment of common selling objectives like maximizing sales volume, profits, increasing market share. It consists of people engaged in selling activities like distribution, sales promotion, personal selling and Advertising etc. It defines the duties, responsibilities and rights of people engaged in selling activities and coordinate their activities. The success of sales organization depends on the unified and coordinated efforts of sales personnel. It Coordinated selling activities with other functional activities of management, production, finance, personnel etc.

10. Purpose Development of Specialists Optimum use of Executive Time To Define and Delegate Authority

11. Types of Sales Organization Functional Sales Organization Line and Staff Sales Organization Geographical Sales Organization Sales Organization with Product-Specialized Sales Force Sales Organization Specialized by type of customer Typical Matrix organization

12. Thank You