SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT ... On SlideShare. Importance of Sales Management Stabilizing and growing sales is essential to operating a profitable business. Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area. Process of Sales Management. Clipping is a handy way to collect important slides you want to go back to later. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. 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. See our Privacy Policy and User Agreement for details. Why is this so? Take a deep dive into the places sales reps struggle most, and get actionable takeaways to ⦠If you continue browsing the site, you agree to the use of cookies on this website. Managing Customer relations effectively needs a well-trained SalesForce, which is also known as sales force management. It is a standard of behaviour that guides individual managers in their worksâ. A sales manager needs to be aware of how he can manage his team. 1. Hiring graduates from the top-rated business schools. 1. 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 ⦠of Management Studies, Malout Institute of Management & InformationMalout Institute of Management & Information Technology, Malout - 152107Technology, Malout - 152107 Sales managers have one of the most vital roles in any organization. Sales forecasting is a key element in conducting your business. Mere guess works do not help in business. 0 Number of Embeds. 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. Importance of Sales Management; Image Source: pixabay.com. Sales Management Ppt - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. 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. Management A good manager organizes and drives their sales team towards achieving their goals of increased revenue and productivity. Sales Management was originally meant for sales personnel i.e it had a narrow perspective of directing the sales personnel of an organization. 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 businessâs fundamental operating system is more difficult than it seems. Scribd is the world's largest social reading and publishing site. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, ... No public clipboards found for this slide. 1. 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 Know your product well. Clipping is a handy way to collect important slides you want to go back to later. Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. 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. Need and Importance of Marketing Research! Coming from a sales department myself, I believe that the main function of sales management is to produce growth and revenue. Sending their managers to management courses and seminars. Top 10 Reasons Why Sales Forecasting Is Important. Looks like youâve clipped this slide to already. if you look at, the importance of sales management is rising day by the day. It is also important when new product to be launched and when distribution costs to be reduced. Sales management 1. 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. Sales Management is the most crucial and determining factor in any business enterprise along with marketing. Looks like youâve clipped this slide to already. (iii) Reducing cost of sales and distribution. SALES MANAGEMENTSALES MANAGEMENT Mr. Amit GargMr. Sales Planning. Encouraging their managers to read ⦠12. 4. The Importance of Sales in an Organization. Companies tryto instill the management point of view in their executives by: 1. Importance Of Sales Management⢠Sales maximization⢠Profit maximization⢠Growth and development⢠Strong planning⢠Formation of organization⢠Advise to top management⢠Optimum relationship 13. Read more! (ii) Increasing the production of existing products. Data Quality. Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. 1. See our User Agreement and Privacy Policy. Sales management is an important part of an organizations functions. of Management Studies,Deptt. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Presented By: Amit Garg Assistant Professor,Assistant Professor, Deptt. 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. Sales Management helps the organization to achieve the sales targets efficiently. See our User Agreement and Privacy Policy. Sales management plays a very vital role in managing the salesforce in any organization. âIt is the set of moral [â¦] You can change your ad preferences anytime. Selling commonly includes face-to-face meetings between sales representatives and prospective buyers. Introduction to Sales 0 From Embeds. You can change your ad preferences anytime. The following are the other factors showing importance of the sales management: (i) Introduction of new products in the market. The tone and culture of the sales teams, created by sales management, can help generate passion and boost moral among individual reps. Sales &Finance: the higher is the sale, more is the revenue earned by the company. Without one, a sales team will most likely become dead in the water. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. In pursuit of this objective, it's important to set goals, monitor sales performance and trends, and identify potential obstacles to optimized profits. It is important to meet competition and to make efficient and economic distribution system to reduce costs. 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. 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. Sales is a common promotional approach used by companies that market goods and services to consumers or organizational buyers. Sales Planning- Sales Planning is the first functions of sales management and it means that the role ⦠It is essential to have concrete plans. Sales management refers to the administration of the personal selling a company's product line(s). Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. And today, sales can also ⦠Now customize the name of a clipboard to store your clips. If you continue browsing the site, you agree to the use of cookies on this website. The sergeant management style is used 18 percent of the time on average and its importance was ranked at 3.2. ADVERTISEMENTS: Meaning of Management Ethics: âManagement Ethicsâ is related to social responsiveness of a firm. Business Environment- Economics Perspective, 300310 What Makes A Great Sales Manager. Putting managers through their own management development programs. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. In truth, there are a lot of important functions of sales management. 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⦠ADVERTISEMENTS: (iv) Export market. If you continue browsing the site, you agree to the use of cookies on this website. Because of the ⦠Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. If you continue browsing the site, you agree to the use of cookies on this website. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Now customize the name of a clipboard to store your clips. Teflons Teflon managers are pleasant, agreeable, and polite people. If your business brings in any revenue at all, a sales management strategy is an absolute must. These are also typically the goals and performance indicators of sales management. It includes the planning, implementation, and control of sales ⦠10 Actions ... Clipping is a handy way to collect important slides you want to go back to later. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. 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. SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT . It is âthe discipline dealing with what is good and bad, or right and wrong, or with moral duty and obligation. Jatin Vaid. The realism that good forecasting provides can help you develop and improve your strategic plans by increasing your knowledge of the marketplace. My definition may seem broad, but let me expound my answer further. See our Privacy Policy and User Agreement for details. 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. In field sales the quality of data collected can be somewhat, debatable. 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. Now customize the name of a clipboard to store your clips. Marketers must plan things well in advance for the best results. Narrow perspective of directing the sales teams, created by sales management: ( i ) Introduction new. 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