quality performance and innovative features. Basic description of the Sales management and the allied topics like CRM and Sales Force Automation. 3. He or she also is capable of … Concept. AI & machine learning. The prevailing concept of the sales manager's role has changed markedly from the beginning of this century; this is the era of the marketing concept. ... Related Concepts: … this happens often the two separated functions don’t get along well. Now for a big company, sales offices can be spread across different cities along with sales personnel. Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. Sales Management - An Overview The art of meeting and exceeding the sales goals of an organization through effective planning, controlling, budgeting and leadership refers to sales management. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. To understand the concept of sales management clearly, we must go through its following characteristics: 1. What is Sales Concept? Selling Concept: The idea that the consumers will not buy enough of the firm’s products If you continue browsing the site, you agree to the use of cookies on this website. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. When Sales as a process implies exchanging the products or services in exchange for money in such a Now customize the name of a clipboard to store your clips. Hence maintaining and managing sales is important to keep the product / service / organization financially viable. Sales management is a business discipline which is focussed on the practical application of sales Getting started. Sales people were not held in high esteem by society Roman meaning of word Sales person is cheater Mercury the … A well-executed Order Management System or OMS results in Sales Boost, Improved Customer retention, and Better Consumer Relations. By need. Concepts of sales management 1. Sales Management helps the organization to achieve the sales targets efficiently. Concepts Concept Systematic Approach: It is an organized way of handling the sales function of the comp… Sales process management is a business discipline which focuses on the development and practical application of various sales techniques, and on the management of sales operations of the company.. Sales management is a business discipline which is management of a firm’s sales operations and focused on practical applications of techniques used in sales. Evaluating the targets achieved by the sales force, 4. If you continue browsing the site, you agree to the use of cookies on this website. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force. These are also typically the goals and performance indicators of sales management. Sales Management is the most crucial and determining factor in any business enterprise along with marketing. Yetkinlik Bazlı Satıcı İşe Alımı ve Satış Eğitimi Tasarımı, No public clipboards found for this slide. The concept is this: Have a concise way to describe to someone what you do when you first meet him or her. The focus is on sales (profit) first and then on marketing. techniques and management of a firm’s sales operations. Suite overview. Sales manager is hired to look after the sales and to manage them. Order Management: The sales Force Manages and streamlines product orders efficiently. In phase four, the sales manager is not only a strong businessperson. The following are illustrative examples. Marketing Approaches Sales-management differs from other fields of management, mainly in different aspects: the selling operation of a business firm does not exist in isolation. This is a sales management activity that is used to plan a year or quarter for a sales team. Supervision on sales force is decided on the profile of product portfolio. Hiring staff, setting goals, regular monitoring. The efforts involved in selling concept includes promotion and persuasion, but integrated marketing efforts are used by marketing concept, which encompasses various strategies related to the marketing mix i.e. In return the sales team The content on MBA Skool has been created for educational & academic purpose only. It can be a concept of how the company meets the desired objectives and marketing goals; it also clarifies what the sales executives do. When things go wrong, the marketers (marketing planners, brand managers and researchers) blame Sales management refers to the administration of the personal selling component of a company's marketing program. By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you’ll be able to calculate the most sensible and achievable target for individuals and the team as a whole. It is a concept or an idea which lays emphasis on the sale of goods and services and not the underlying need or want, and it does not really matter whether the products are actually needed by the customer or not. Example Lenovo Situation Analysis Assessing the current situation with techniques such as a SWOT analysis. Sales management is a business discipline which is management of a firm’s sales operations and focused on practical applications of techniques used in sales. It deals with mainly 4 product, price, place (physical … 2. Solutions. Another supervision is related to efficient time management from preparation of client call to closing of the deal. Thus, simultaneous with the changes taking place in the business, as well as marketing-orientation, anew concept of sales management has evolved. If your business brings in any revenue at all, a sales management strategy is an absolute must. Process of Sales Management A general supervision is maintained with respect to sales people dealing with potential clients. Sales department of a company is part of the main business value chain and makes sure that the product/service made by the company is sold and convert to revenue. Sales or marketing management is concerned with the chalking out of a definite programme, after careful analysis and forecasting of the market situations and the ultimate execution of these plans to achieve the objectives of the organisation. The business, is now society-oriented, on Product Concept: The idea that the consumers will favour products that offers most in customer and designing products and services accordingly. satisfactions better than the competitors do. Marketing Concept: The marketing concept holds that achieving organizational goals (E) An Art of Increasing Productivity: Some authors are of the view that the science of management … following are a few of the components: 1. CONCEPT OF SALES MANAGEMENT Production Concept: The idea that the consumers will favour products those are available The product concept holds that consumers will favor products that offer the most … sales through sale of products and services and resulting profit drives most commercial business. between the realized sales price and the cost of manufacturing is the profit for the organisation from Sales management should be well integrated with marketing strategy as well as distribution strategy of the company. Product Concept. unless it undertakes a large scale selling and promotion effort. This article has been researched & authored by the Business Concepts Team. During my time I have been able to identify a few key concepts that would help any person who is new to sales become a long term winner and keep them performing at the top of their sales team. Sales management is application of basic management principles to Sales, Recruitment, Training, Supervision, Evaluation, and Control. Sales management 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 personal sales force. Strategy includes various components. Marketing Forecasting future sales targets for dollar value and sales force for next sales cycle, Sales Management involves various activities like-, 1. It is also important when new product to be launched and when distribution costs to be reduced. Product Sales management is mainly responsible for meeting the sales targets, hiring sales staff, training sales staff, preparing sales reports, order collections, stock checking, managing retailers and whole sellers, etc. 2. In other words, difference Financial Results are another objective of sales management and are closely related and therefore sales management has financial implications as well. The Management Dictionary covers over 2000 business concepts from 6 categories. jointly create value for both customers and the company. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. eSignature. Marketing Strategy deals with company orientation towards market place. 1 | D e b a y a n D u t t a Sales manager is the typical title of someone whose role is sales management. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. Sales management proves to be very beneficial is such cases as it leads to accountability of the sales across geographies. Evolution of Sales Management As old as human civilization Bronze age salespeople carried wooden boxes(26 inches long) containing axe, sword, buttons etc. 4. Marketing management mainly focuses on the practical application of marketing techniques and the management of a firm's marketing resources and activities. In this article, the author contends that business is on the threshold of a new era of human and social concern, which will lead to a new sales management concept placing primary emphasis on the total development of human resources. Reporting the sales achieved back to the company, 5. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Figuring out how all the pieces fit together on your transformation journey. Sales Planning- Sales Planning is the first functions of sales management and it means that the role … Marketing on the other hand includes understanding the value proposition in the minds of the Support. Clipping is a handy way to collect important slides you want to go back to later. Strategy Determining how you will achieve targets. Selling Coordinating Marketing and Sales Integrations & security. This is the stage at which most companies begin their journey and it can be best described as being … Management is a distinct ongoing process of allocating inputs of an organisation (human and economic resources) by typical managerial functions (planning, organising, directing and controlling) for the purpose of achieving stated objectives, viz., output of goods and services desired by its customers (environment). 3. Production Motivation is a key aspect for management of the sales force. CONCEPT OF SALES MANAGEMENT 1 | D e b a y a n D u t t a Sales Management Sales management is a business discipline which is focussed on the practical application of sales techniques and management of a firm’s sales operations. Sales reports are always passed up to the top management to examine the overall performance of the sales team and salesperson individually. Ans. It is an important business function as net The Product Concept. depends on knowing the needs and wants of target markets and delivering the desired The following are common elements of a sales plan. Data & process automations. 1. Sales – Cost of Sales = Gross Profit Gross Margin – Expenses = Net profit. Transport Management includes packing, warehousing, and transportation by rail, road, and air.. Distribution Management includes marketing, market research, price-determination, taking market­ risk and advertising, publicity, and sales promotion.. Office Management includes activities to properly manage the layout, staffing, and equipment of the office.. Development Management involves … Unfortunately however some companies still treat marketing and sales as separate functions. Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. Sales Force Sales management is the function of establishing a sales force, controlling sales operation which builds the team and implementing sales strategy which defines the sales process that permits a business to grow its heights. This isn't your first rodeo, but there's more work to be done. Sales management originally referred exclusively to the direction of the sales force. Objectives & Goals Developing targets. the sales force for its poor execution of an otherwise splendid strategy. 2. … Sales manager is hired to look after the sales and to manage them. It is done in an efficient and effective manner through planning, staffing, training, leading and controlling organizational resources. Formulation of sales strategies like account management policies, sales force compensation policies, sales revenue forecasts, and sales plan, 3. Thus the variation in Sales will directly affect the Net profit of a company. Quizzes test your expertise in business and Skill tests evaluate your management traits. It is effective to use professional software for the sales process management. Concept selling is the phrasing of unique selling propositions as a story that customers can easily relate to as opposed to technical details. It is attainment of sales in an efficient and effective manner and all the activities involved in sales are managed. 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