The presentation tells you about the various aspects and characteristics of Sales management.

1. Nature of sales
management
Deepak Dwivedi
BBA E1(Vth)

2. 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.
Introduction

3. Nature of Sales
Management
Its Integration with the Marketing
Management.
Relationship selling.
Varying sales responsibilities.

4. As sales
management is a
part of
marketing
management,
sales planning
should always
be integrated
with marketing
planning.
1. Integration with marketing
management

6. A company’s marketing team
consists of two basic groups:
Field Selling (or personal
selling) team.
Head Quarter Marketing
Team.

7. Field selling team
Field selling teams
are in their
territories ( or
branches, or
regions) contacting
existing and
prospective
customers.

8. Head Quarter marketing team
Headquarter
marketing team
performs support
and service
functions and
activities to assist
or help field
salespeople in
their job.

9. Promotion
Consists of
advertising, sales
promotion,
public relations,
publicity, and
direct marketing

10. Marketing Research
Collecting and
interpreting
information on
customers,
competitors,
products, markets
and so on.

11. Market logistics
Physical distribution
of finished goods
including
warehousing ,
inventory,
transportation and
order processing.

12. Customer service
Pre-sales and post
sales services as
well as delivery
service to existing
and prospective
customers.

13. Coordination
Sometimes there is a
need to coordinate
between customers,
company’s
salespeople, and
production or
operations, by
employing inside
salespeople.

14. 2. Relationship Management
Every Relationship is an exchange,
which is the process of obtaining a
desired product or service from
someone by offering something in
return . Relationship management
consists of three types.

15. Transactional selling
Where after the
product or service
is sold, the
customer is not
contacted again
and hence the
relationship is not
extended.

16. Value added selling
The focus is on the
salesperson
understanding the
current and future
needs of customers
correctly and
meeting them those
needs better than the
competitors.

17. Collaborative selling
It is process of working
with your buyers in a
joint process to identify
needs, evaluate how your
solution benefits them
and navigate through
decision making process.
It’s a side by side process
instead of a head- on
process

18. 3.Varying sales responsibilities
Selling includes a
variety of sales jobs,
which are different
from one another. No
two sales positions are
similar. The term sales
representative will be
used frequently.

19. Deliverer
A person whose
main
responsibility is
the delivery of
product to
household
customers.

20. Order taker
A salesperson who
acts mainly as an
inside order taker,
who responds to
customer demands

21. Sales Support People
A salesperson is
expected to build
goodwill and
educate the decider,
instead of the
purchaser or user of
the product. They
support sales efforts

22. Technical sales support
A salesperson with a
high level of technical
knowledge. It is
similar to professional
consulting.
Sometimes the
technical support
person provides
technical information
as a part of team
selling situation.

23. Order getter/creators

24. Solution vendor
A salesperson whose
expertise is in solving
of a business
customer’s problem,
with the company’s
products and
services. It is
problem-solving
selling.