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Sales Management - Introduction

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					        Sales Management

           Introduction


• Marketing 3345
• Charles A. Besio, Jr.
• Fall 2012
       Sales Management
• The Marketing Mix:

    • Product/Services

    • Pricing

    • Distribution

    • Promotion
       Sales Management
• Promotion
    • Advertising

    • Public Relations

    • Sales Promotion

    • Direct Marketing

    • Personal Selling
         Sales Management
• Personal Selling - Definition
    – Direct communications between paid
      representatives and prospects that lead to
      purchase orders, customer satisfaction and
      postsale service.

•   Sales Management - Definition
    – The planning, implementing and control
      of personal contact programs designed to
      achieve the sales and profits of the firm.
        Sales Management
• Sales Goals and Structure
  – Managers Need Good Data
     • What Existing Clients Are Likely to Purchase
     • Where in the Territories They are Located


  – Sales Organizations Need Structure
     • How Many Levels of Management
     • Span of Control
        Sales Management
• Building a Sales Program
  – Hiring
     • Sources of Recruiting
     • Careful Screening
  – Training
     • Company’s Products/Services
     • Company Operating Procedures
     • Selling Skills
  – Assigning Territories
     • Optimize Effectiveness and Customer Service
     • Minimize Costs
       Sales Management
• Managing The Sales Force
  – Leadership
    • Guide by Example
    • Develop Rapport
  – Motivation
    • Incentive Programs
    • Recognition
       Sales Management
• Managing The Sales Force
  – Compensation
    • Money is a Prime Motivator for Sales People
       – Mix of Salary, Bonuses, Commissions, Expenses and
         Benefits
  – Evaluation
    • Sales Data
       – Quantity Sold
       – Mix of Products
    • Costs
    • Impact on Profits
       Sales Management
• Total Quality Management
  – W. Edwards Deming, Joseph Juran, Kaoru
    Ishikawa - Fathers of TQM
  – The Philosophy
    • Foster Continuous Improvement
    • Do It Right The First Time
    • Workers closest to the process usually have the
      best suggestions for improvement - involve them
           Sales Management
• The Field Sales Manager
  – Job Skills
     • Organizational Skills
     • Leadership
  – Time Allocations
     •   Selling
     •   Administration
     •   Account Service/Coordination
     •   Travel/Waiting
     •   Internal Meeting
         Sales Management
• The Field Sales Manager
  – Administration
    •   Management of Sales Office
    •   Training
    •   Budgeting, Expense Control
    •   Compensation Plans
       Sales Management
• The Field Sales Manager
  – Account Service Coordination
    • Internal Coordination of Customers’ Needs
       –   Orders are processed
       –   Goods & Services are Provided with Quality
       –   Credit Arrangements Completed
       –   Postsales Customer Satisfaction
  – Travel
  – Meetings
         Sales Management
• Career Path
  –   Level One     Sales Trainee
  –   Level Two     Salesperson
  –   Level Three   Key Account Salesperson
  –   Level Four    District Sales Manager
  –   Level Five    Regional Sales Manager
  –   Level Six     Zone Sales Manager
  –   Level Seven   National Sales Manager
  –   Level Eight   V.P. of Marketing
  –   Level Nine    President

				
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