2. Think about it… “The best manager is the one who has enough sense to pick good people to do what he wants and enough self-restraint to keep from meddling with them while they do it.” --Theodore Roosevelt-- --Theodore Roosevelt--

3. Outside vs. Inside Sales Inside Sales… Inside Sales… The Customer The Customer COMES COMES to to The Sales Rep The Sales Rep Outside Sales… The Sales Rep GOES to The Customer

4. Outside Sales Occurs when a sales rep makes in-person, face-to-face calls at the customer’s business or home: Occurs when a sales rep makes in-person, face-to-face calls at the customer’s business or home: Two Main Types: Two Main Types: (1) outside sales to a business customer (1) outside sales to a business customer (2) outside sales to a household customer (2) outside sales to a household customer

5. Types of Sales Jobs Sales Developer—Order getter; consultative selling; creative selling Sales Developer—Order getter; consultative selling; creative selling Sales Maintenance—Order taker; driver salesperson; rack jobber Sales Maintenance—Order taker; driver salesperson; rack jobber Sales Supporters—Missionary sales rep; sales engineer; technical sales assistant Sales Supporters—Missionary sales rep; sales engineer; technical sales assistant

6. Internet Selling Selling over the Internet may do away with: Selling over the Internet may do away with: –In-person calls to small or marginal accounts –Routine order-taking sales calls –Mail-outs of product information, brochures, catalogs, etc. –Sales calls to solve routine technical problems

7. Relationship Selling Sales reps focus on building trusted relationships with a few key customers, not on making large numbers of calls Sales reps focus on building trusted relationships with a few key customers, not on making large numbers of calls

8. Trends Driving Relationship Selling Products are easily copied so companies need a way to stand out Products are easily copied so companies need a way to stand out Customers now expect consulting and problem solving along with the product Customers now expect consulting and problem solving along with the product It’s easier than ever for customers to purchase from international suppliers or off the Internet, if they want to It’s easier than ever for customers to purchase from international suppliers or off the Internet, if they want to Smaller accounts can be handled through low-cost channels freeing up good sales reps Smaller accounts can be handled through low-cost channels freeing up good sales reps

9. Value-Added Components Delivered in Relationship Selling –Customer insight – Individualized problem-solving –Product training –Technical assistance –Customized products –Special services or quick delivery –Long-term contracts

10. Differentiating Features of Sales Jobs Sales reps work with little or no supervision Sales reps work with little or no supervision Sales reps have the authority to spend the company’s money Sales reps have the authority to spend the company’s money Sales reps require continuous motivation Sales reps require continuous motivation Sales reps need more tact and social intelligence because they deal with the public Sales reps need more tact and social intelligence because they deal with the public Sales reps face more role conflict, ambiguity, and stress Sales reps face more role conflict, ambiguity, and stress Sales reps spend considerable time away from home and family Sales reps spend considerable time away from home and family

11. Factors that Make the Sales Manager’s Job More Difficult Outside reps cannot be supervised on a daily basis Outside reps cannot be supervised on a daily basis Communication methods other than face-to- face must often be used Communication methods other than face-to- face must often be used Unethical behavior is harder to monitor Unethical behavior is harder to monitor Morale problems are harder to handle because reps are separated from their peer (support) group Morale problems are harder to handle because reps are separated from their peer (support) group Individualized training is difficult Individualized training is difficult

12. 21 st Century Challenges of Sales Management Managers must supervise a more diverse group of employees, including more women and minorities Managers must supervise a more diverse group of employees, including more women and minorities Managers must keep up-to-date with rapidly changing technology Managers must keep up-to-date with rapidly changing technology Managers must supervise teams as well as individuals Managers must supervise teams as well as individuals Managers must oversee many sales channels simultaneously Managers must oversee many sales channels simultaneously Managers must deal with international clients Managers must deal with international clients Managers must display high ethical standards Managers must display high ethical standards Managers must learn to value and reward relationships rather than transactions Managers must learn to value and reward relationships rather than transactions