Why is this so? 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. The most important task of a marketer is to get the right product at the right place with the right price to the right person. ADVERTISEMENTS: Meaning of Management Ethics: ‘Management Ethics’ is related to social responsiveness of a firm. The sergeant management style is used 18 percent of the time on average and its importance was ranked at 3.2. 1. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Sales Management was originally meant for sales personnel i.e it had a narrow perspective of directing the sales personnel of an organization. See our Privacy Policy and User Agreement for details. You can change your ad preferences anytime. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. Besides, it was also necessary to go back and find whether consumer is getting optimum satisfaction, so that consumer remains loyal. In truth, there are a lot of important functions of sales management. 12. You can change your ad preferences anytime. Without one, a sales team will most likely become dead in the water. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Sales management refers to the administration of the personal selling a company's product line(s). Need and Importance of Marketing Research! Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. It is “the discipline dealing with what is good and bad, or right and wrong, or with moral duty and obligation. (ii) Increasing the production of existing products. See our User Agreement and Privacy Policy. Sales is a common promotional approach used by companies that market goods and services to consumers or organizational buyers. Sales Management helps the organization to achieve the sales targets efficiently. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms “It is the set of moral […] Now customize the name of a clipboard to store your clips. National income is the seventh importance of sales department/management and it means that selling results improve the production and marketing policies which results in better quality of products and services that results in a better standard of living and more employment opportunities are generated due to sales management. Coming from a sales department myself, I believe that the main function of sales management is to produce growth and revenue. Jatin Vaid. In the following SlideShare, Altify has compiled 10 essential facts about sales rep performance that can help managers identify specific issues in their sales processes. 1. 0 From Embeds. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT . 10 Actions ... Clipping is a handy way to collect important slides you want to go back to later. Sales Planning. Sales management is an important part of an organizations functions. It includes the planning, implementation, and control of sales … Because of the … Business Environment- Economics Perspective, 300310 What Makes A Great Sales Manager. Clipping is a handy way to collect important slides you want to go back to later. Selling commonly includes face-to-face meetings between sales representatives and prospective buyers. If your business brings in any revenue at all, a sales management strategy is an absolute must. Sales &Finance: the higher is the sale, more is the revenue earned by the company. Sales planning skills, very precisely, refer to the ability of an individual to set sales targets and then define a set of steps that will be taken and the strategies that will be used to meet those targets. 4. SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 1.6.2 Importance of SMBO 1.7 Organisation of selling unit 1.7.1 Need and Importance Encouraging their managers to read … Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, No public clipboards found for this slide. If you continue browsing the site, you agree to the use of cookies on this website. Importance of Sales Management; Image Source: pixabay.com. Teflons Teflon managers are pleasant, agreeable, and polite people. Importance of Sales Management Stabilizing and growing sales is essential to operating a profitable business. The following are the other factors showing importance of the sales management: (i) Introduction of new products in the market. Hiring graduates from the top-rated business schools. In field sales the quality of data collected can be somewhat, debatable. The realism that good forecasting provides can help you develop and improve your strategic plans by increasing your knowledge of the marketplace. Looks like you’ve clipped this slide to already. See our Privacy Policy and User Agreement for details. Read more! Clipping is a handy way to collect important slides you want to go back to later. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, ... No public clipboards found for this slide. Data Quality. Introduction to Sales My definition may seem broad, but let me expound my answer further. Looks like you’ve clipped this slide to already. Anyone who attempts to examine the difference between the theory and the practice of managing can find hundreds of similar examples throughout his business environment. Putting managers through their own management development programs. Sales management plays a very vital role in managing the salesforce in any organization. The tone and culture of the sales teams, created by sales management, can help generate passion and boost moral among individual reps. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. These are also typically the goals and performance indicators of sales management. Know your product well. A very important aspect of marketing that yields business is the efficient and effective use of sales force management and companies are always looking for better ways to complete this task. Take a deep dive into the places sales reps struggle most, and get actionable takeaways to … SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT ... On SlideShare. And today, sales can also … Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Amit Garg Assistant Professor,Assistant Professor, Deptt. Now customize the name of a clipboard to store your clips. Sales Management Ppt - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Marketers must plan things well in advance for the best results. It is also important when new product to be launched and when distribution costs to be reduced. Presented By: Management of Management Studies,Deptt. if you look at, the importance of sales management is rising day by the day. A sales manager needs to be aware of how he can manage his team. If you continue browsing the site, you agree to the use of cookies on this website. Sales management 1. If you continue browsing the site, you agree to the use of cookies on this website. Sales Planning- Sales Planning is the first functions of sales management and it means that the role … Advantages:• Low cost • Proper territory management leads to low geographic duplication of effort • Low duplication of effort with customers (unless buyers are organizations that cross territories)Disadvantages:• Sales reps have a hard time developing product or market sp… See our User Agreement and Privacy Policy. THE NATURE AND IMPORTANCE OF SALES MANAGEMENTWhile the role of sales management professionals ismultidisciplinary, their primary responsibilities are:-(a) Setting goals and standards for a sales-force;(b) Planning, budgeting, and organizing sales program to achieve pre-defined goals;(c) Implementing the program with proper segmentation and(d) Controlling the overall program … (iii) Reducing cost of sales and distribution. In pursuit of this objective, it's important to set goals, monitor sales performance and trends, and identify potential obstacles to optimized profits. Sales managers have one of the most vital roles in any organization. Sales Management is the most crucial and determining factor in any business enterprise along with marketing. Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. Companies tryto instill the management point of view in their executives by: 1. This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area. Sending their managers to management courses and seminars. A good manager organizes and drives their sales team towards achieving their goals of increased revenue and productivity. Process of Sales Management. Managing Customer relations effectively needs a well-trained SalesForce, which is also known as sales force management. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. of Management Studies, Malout Institute of Management & InformationMalout Institute of Management & Information Technology, Malout - 152107Technology, Malout - 152107 Performance management: Why keeping score is so important, and so hard Open interactive popup The elements of a good performance-management system are simple, but integrating them into a business’s fundamental operating system is more difficult than it seems. Of view in their works” his team to personalize ads and to show you relevant. Duty and obligation Finance: the higher is the revenue earned by the day become. Source importance of sales management slideshare pixabay.com of increased revenue and productivity the best results by Increasing your of. 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