Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. FUNCTIONS OF SALES MANAGEMENT 19 Managerial Functions: 1. Planning: This involves, forecasting demand, sales territory planning, personal selling and promotional efforts. 2. Organising: This involves structure, resource allocation, responsibility assignment and delegation of authority etc. 3. In order to increase customer demand for a particular product, we need management of sales. Personal Selling – Factors Determining The Kind of Selling Personnel The salesperson obtains value by getting financial rewards of sale while the customer obtains value by getting the benefits … There are several types of construction contracts used in the industry, but there are certain types of construction contracts preferred by … A managerial principle is a broad and general guideline that regulates decision making and behavior within a group or organisation. The art of meeting and exceeding the sales goals of an organization through effective planning, controlling, budgeting and leadership refers to sales management. Over the last few years, the business marketplace had been getting increasingly competitive. Production Management They'll give your presentations a professional, memorable appearance - the kind of sophisticated look that … Sales forecasting allows companies to efficiently allocate resources for future growth and manage its cash flow. This article will explain both aspects of management briefly. What is a Brand? While it’s not an event management ppt in the traditional sense, this infographic from Cvent’s Global Planner Sourcing Report packs as much important information into an infographic as you’ll find in any slideshare. To overcome problems of this type, generally management must establish sales territories, if the company does not have them, or revise those that it has. Definition: Marketing is the process of converting prospective buyers into actual customers by communicating complete information of the product or services to the customer.The key elements which are the secret to a successful marketing practice are thorough market survey and research, framing a competitive strategy, designing a realistic marketing … The goals should be realistic and attainable. Five Fundamentals of Effective Sales Management STRATEGIC MANAGEMENT All data can therefore be collected in real time. The AR item is a transitional item. Sales Management Seminar PPT with Pdf Report AND The better trained an individual is, the … Discuss the four activities of the external environmental analysis process. Nature of Motivation is Related to Needs Needs are deficiencies which are created whenever there is a physiological or psychological imbalance. Fig5: P-O-L-C framework. NATURE, IMPORTANCE AND CORE CONCEPT OF MARKETING Structure 1.1 Introduction 1.2 Objectives 1.3 Meaning and Definition Of ‗Marketing‘ 1.4 Nature of Marketing 1.5 Scope of Marketing 1.6 Marketing Concept 1.6.1 Needs, Wants and Demands 1.6.2 Products 1.6.3 Value, Satisfaction and Quality 1.6.4 Exchange 1.6.5 Market Thus, management is purposeful. Procedure for the construction of a questionnaire follows a pattern similar to that of the interview schedule. Team leader to achieve sales goals & profits 4. The most important goal of all management activities is to accomplish the objectives of an enterprise. Monitor and Improve Cash Flow. So if you were wondering what is the nature and scope of management, you’ve come to the right place. Helps in facing competition. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. Sales Management helps the organization to achieve the sales targets efficiently. 2.1.3 Logistics - a growing area of company focus The recognition of the role and importance of logistics and the management Also, they will get a clear view of the performance of the company. Sales Management - An Overview. Retail management includes all the steps required to bring the customers into the store and fulfill their buying needs. Originally, the term ‘sales management’ referred to the direction of sales force personnel. Moreover, we have discussed how you can learn more about … At a time when hardware was the name of the game, Explain the ... may be to increase sales, but the goal of The Spastics Society of India is to impart education to children with special needs. The American Marketing Association has defined “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 the personal sales force.” It may be called sales force management. MARKETING-MANAGEMENT-NOTES.pdf. Here are some reasons which describe the importance of coordination in management:. Even prior to the introduction of money, people used to exchange goods in order to fulfill the needs, which is known as the barter system. This includes long-term planning of setting sales goals, margin goals, and stocks. Sales Management Q.1 Define Sales Management . But perhaps more important, E-commerce is merging or converging with conventional channels across virtually all sectors of the economy, not only in the U.S. but around the world. The primary focus of sales managers should be to maximize profit for the team a while delivering the best possible value to customers. Who doesn’t like a win-win scenario? So, What is Sales Management? Interaction with others is a routine job of businesses in today’s world. The importance of inventory management A retail business is useless without its inventory. They are. 1.1 INTRODUCTION In the modern times one of the most important human activities is managing group of people. Banu Divya. Following are the objectives of sales promotion: i. Brand management ppt 1. Nerve Centre. Supreme in Thought and Action. THEN: Strategies are implemented with the goal of achieving strategic competitiveness and … opportunity management, marketing and product knowledge, sales force management, sales forecasting, customer order processing and fulfillment, delivery, installation, pre-sale and post –sale services and complaint handling by providing an integrated view of the customer It is necessary that the two systems integrate with each other and Importance of Sales Manager. It includes environmental scanning, strategy formulation, strategy implementation and evaluation and control to achieve the objectives of an organization. What is the nature and function of distribution (place)? Discuss whether Management is an Art, Science or Profession. What is Planning and its Nature, Importance, and Types. Sales Management developed as a part of marketing management. Read Paper. 4. ii. Any kind of sales figures given to any particular person or region or distributor is called Sales Quota. Planning is important as by nature it enquirers about organizational goals and involves decision making about desired ways and means to achieve goals. Sales Quota is the sales goal or figure set for a product line, company division or sales representative. Continuous monitoring and management of sales activities, increase the overall revenue of the organization thereby resulting in the growth of the business. According to Theo Haimann, “Staffing pertains to recruitment, selection, development and compensation of subordinates.” CONCEPTS: 1. That’s the reason why the sales department has to be extra careful while nurturing leads and trying to convert them into permanent customers using sales funnel software.. For the sales department, their primary goal should be to increase the conversion rate.Say, for instance, your sales team speaks to 100 potential customers per day, and 30 of these prospects result in a … The success of management is measured by the extent to which the established goals one achieved. Winner of the Standing Ovation Award for “Best PowerPoint Templates” from Presentations Magazine. Sales Management was originally meant for sales personnel i.e it had a narrow perspective of directing the sales personnel of an organization. The role of personal selling are: (2) Communicating – with existing and potential customers about the product range. The organisation is a mechanism to realize our objectives. Thus importance attached to Principles of Management is immense and it is essential to have a thorough understanding of these principles, their importance, features and objectives. Roles of a Sales Manager 1. Relationship Building- Image Source: pixabay.com. PP21-1a Personal Selling and Sales Management Quiz 1. Retail management makes shopping a pleasurable experience and ensures the customers leave the store with a smile. Customer Relationship Management(CRM) SM is now Customer Focused and Customer oriented. Sales Organisations: Meaning, Characteristics, Principles, Importance, Types, Purposes, Factors and Other Details Sales Organisation – Introduction . 2. nature of the websites that comprise their ... rates, and bond prices becomes important ... Use the percentage-of-sales method to project cost of goods sold (CGS) and the expense items in the income statement 3. This presentation will give the overview of how the sales person can perform intelligent conversion in the sales qualification process using Apptivo Sales Management. Professional Buyers. Report writing skill develops the power of designing, organization coordination, judgment, and communication.. 6. Two sales management definition are mentioned below:. Sales management refers to the administration of the personal selling a company's product line(s). iii. The Consultative Presentation. The nature of planning can be figured out from these four major aspects of planning: a. What is Personal Selling? Besides hitting sales targets, sales management is there to help your business remain competitive. Step 1 - Define merchandise policy. At the same time, such an approach will also help the company to cover more territory and perform better in new and old regions. A questionnaire is defined as a document containing questions and other types of items designed to solicit information appropriate for analysis. Full PDF Package Download Full PDF Package. Sales Quota. Sales Management According to American Marketing Association (AMA), “Sales Management means the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force”. Jatin Vaid 5 6. Nature of Sales Management i. 10. logistics management, as well as logistics, supply chain and supply chain management, and discuss in some detail the implications of logistics for a company. From sales operation to management, the subject deals with plenty of topics. The role of IT in sales management is to digitize this process and make it as transparent and visible as possible. State the functions of management Describe the nature and Importance of management. The importance of good presentation skills is established on the basis of following points: Sales forecast helps in product mix decisions as well. Importance of Coordination in Management. Introduction to Human Resource Management- You need effective presentation skills to present your ideas, projects, plans, strategies, and products in front of the audience, team, and front of venture capitalists online and offline. Ever since people began forming groups to accomplish aims they Sales management has not matched selling efforts with sales opportunities effectively, competitors have a better match, and they obtain the orders. It helps in overall business planning, budgeting, and risk management. Sales managers have to be aware of such laws in order to avoid creating policies that can be illegal. In simpler words, retail management helps customers shop without any difficulty. Laws that affect sales operations include pricing discrimination, which we discuss in Chapter 15 “Price, the Only Revenue Generator”, and privacy laws, discussed earlier. After your sales team sees success with the sales strategy, go the extra mile and form a partnership between your sales team and customer service/success teams. Neutral presentation of facts. Sales Management Definition. It might be difficult to overstate the importance of ppt in your current training program, and employee development articles in educating your workforce. The sales message can be varied according to the motivations and interests of each prospective customer. Sales refers to the exchange of goods/ commodities against money or service. American Marketing Association (AMA) define 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 the personal sales force“. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force. ; The questionnaire may be regarded as a form of an interview on paper. It takes a well-versed sales professional to take on this role successfully. Sales managers would be able to analyze the performance of their sales team. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. One such visually appealing PPT design is this free semi-circular PowerPoint template. They'll give your presentations a professional, memorable appearance - the kind of sophisticated look that … Stabilizing and growing sales is essential to operating a profitable business. It may also say how that compensation will be distributed. When a sales person stands in front of a potential customer, being prepared with product knowledge, pricing and a presentation can make all the difference in the world. Time Management PPT: This article is a collection of thoughts with a time management presentation to make the most effective use of time.Apart from talking about prioritisation, concepts of multi-tasking, this article reflects some common techniques you can use to get the best value for time. The sales management represents one of the most important functional areas of business management, and all the principles of general management such as planning, organizing, directing, motivating, and controlling are applied to sales management too for securing better business performance, viz., reasonable profits through sales. Moreover, when the prospect has questions or raises objections, the salesperson is there to provide explanations. Nature of … According to Philip Kotler, ‘A sales quota is the sales goal set for a product line, company division, or sales representative. Boost up sales volume. for a business unit or a team. For this reason, the sales training process is an important aspect in the world of sales. The very nature of the industry dictates that multiple decision markers are involved, meaning that marketing strategies must consider the use of sales (and other middle-men) to be successful. The websites formerly associated with PennWell Corp are now owned and managed by Clarion Events and Endeavor Business Media. Sales management today is the most important function in a commercial and business enterprise. Unit 1: Introduction to Sales Management Unit 1: Introduction to Sales Management Notes CONTENTS Objectives Introduction 1.1 Marketing Sales Management 1.2 Objectives of Sales Management 1.3 Exchange Process 1.4 Interdependence of Sales and Distribution 1.5 Key Decision Areas in Sales Management 1.6 Sales Management Cycle It is particularly an amount of target sales that is assessed on daily or monthly basis. Objectives or Features of Receivable Management. Step 2 – Collect historical information. Sales function, being a part and parcel of marketing, had played a very creative … Sales Manager plays an important role in Small, Medium and large business.. Since the market conditions change, the sales organisation keeps on changing, always accommodating the necessary environmental changes. Sales training is (Sales) Essential, being prepared is essential for sales success. But, it has gained a significant position in the today’s world. Why Accurate Sales Forecasting Matters. Read this article to learn about Sales Force Management, Evaluation of Sales Performance by the Management and six areas for managerial decisions regarding the sales force- (1) Recruitment and selection of Sales force (2) Training of Sales force (3) Remuneration and expenses of Sales force (4) Supervision and direction (5) Motivation of Salesmen (6) Control and evaluation or … 3. 2. Nature and Scope of ManagementManagement has many aspects and today, we’ll talk about the nature and scope of management. Download Download PDF. Sales Management - Apptivo - Complex sales processes can be made simpler with the Apptivo work flow, where all data within the CRM can be consolidated into an estimated revenue. A sales manager is someone who directs an organization’s sales team, oversees its processes, and is typically in charge of talent development and leadership. It improves the performance of middlemen and acts as a supplement to advertising and personal selling. Sales Management is meant to help your company reach its sales targets according to the definition above. Distribution is efficiently managing the acquisition of raw materials by the factory and the movement of products from the producer or manufacturer to business-to-business (B2B) users and consumers. Strategic role in the company with key inputs – long term strategic plans, forecasting, sales force management, evolving strategies, controlling budget. Raw materials and purchased parts. 2. Get a bird’s eye view of existing and potential customers, retail store image, merchandise quality and customer service levels, marketing approach, and finally desired sales and profits. Sales management refers to the administration of the personal selling component of a company's marketing program. Staffing is an important mana… Price is the marketing mix element that produces revenue. Facts are required to be presented in a neutral way; such presentation is ensured through a report as it investigates, explains, and evaluates any facts independently. This Paper. Firms generally seek to compete in relatively stable economies with strong growth potential. MARKETING-MANAGEMENT-NOTES.pdf. Now, the sales management meant management of all marketing activities, including advertising, sales promotion, marketing research, physical distribution, pricing, and product merchandising. With the unexplored scope and nature of eCommerce business and the supporting hand of Builderfly’s well-experienced team, you get a platform where you can start your store for free and thrive online. Principles of management have four important functions and all these functions together are called as a P-O-L-C framework. Internally, management with good presentation skills is better able to communicate the mission and vision of the organization to the employees. Account management is an incredibly important part of the sales process, encouraging loyal, happy customers, and leveraging cross-selling and upselling opportunities. Within the consultative sales presentation framework, the salesperson acts as an advisor and possesses the knowledge and ability to customize the presentation in order to address and solve the specific needs and wants of the customer. World's Best PowerPoint Templates - CrystalGraphics offers more PowerPoint templates than anyone else in the world, with over 4 million to choose from. Unity in Diversity. Contribute towards current profit. For you, I have written an Intro about the Human Resource Management. Importance of Presentation Skills . Importance of Sales Management Sales management is very crucial for any organization to achieve its targets. According to Prof. K.C. Importance of Sales Management. Development of skill. About how much does it cost for a manufacturer’s sales representative to make a single personal sales call? A short summary of this paper. Importance of Presentation skills: Effective presentation skills are a part of communication. The sales manager would be able to predict sales better based on previous data. This segment refers to the nature and direction of the economy in which a firm competes or may compete. In contrast, advertising and sales promotion can respond only to the objections the copywriter thinks are important to customers. Sales quotas are the sum of the total sales of a future period and duties to achieve the component of total sales by each salesperson are handed down to them at the beginning of the period. Member of corporate team to ensure organizational objectives – customer satisfaction, sales growth & market share 3. Sales Management – Different Sales Positions at Various Levels of Organization In order to motivate a person, we have to understand his needs that call for satisfaction. It is the only revenue generating function in an organization. Good inventory management helps with: 1. What percentage of chief executive officers in the 1,000 largest U.S. corporations have significant sales and marketing experience in their work history? In conclusion, it is clear that the importance of sales reporting goes far beyond the limits of the sales department; all departments from marketing, operations, management, production and even HR, to a lesser extent, are connected. And today, sales can also be the competitive advantage of a company. Customer experience . Name and … The top management can set long term goals based on the sales plan. Importance of Report 5. (3) Selling – contact with the customer, answering questions and trying to close the sale. Based on an analysis of survey responses from 2,100+ planners, the infographic dives into the ins and outs of venue sourcing and the forces that drive sourcing … Sales management The only business function that generates revenue. The company comprise of three main divisions located in Latin America, North America and its international subsidiaries. Contribution to purpose and objectives, b. Primacy of planning, c. Pervasiveness of planning, and d. Efficiency of plan 1.2.3 The Importance of Planning The planning function has four important goals: a) To offset uncertainty and change. Calculate the projected net income 4. Improve customer satisfaction. The sales presentation is a detailed effort to bring the buyer’s needs together with the product or service the sales person represents. 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