Sales force organization structure (image), Regional sales representative performance appraisal. Human and financial resources, the level of capacity utilization, and the innovation cycles prevailing in the environments can help and decide a companys ability to pursue particular types of strategies such as staying in the same market or expanding the market. Strategic Role. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. Lastly, corrective action is taken to set the matter right. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. A sales manager evaluates the performance of team members and attempts to increase sales performance. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. ADVERTISEMENTS: 2. A company such as priceline(dot)com in the US uses a Web-based sales model and practices reverse auctioning as a successful method of selling. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi A resilient trading perform The Sales Management Game: The Nature and Scope of Sales Management Self-Instructional Material 7 NOTES Target market Customers's needs Integrated marketing Profitability Figure 1.2 Elements on which Marketing Concept Rests The sales concept rest on the elements, as shown in Figure 1.3. They ruled this country to protect their own business interests. These cookies ensure basic functionalities and security features of the website, anonymously. More and more companies are now moving to an ethics-based corporate/ philosophy. The most important is the customer orientation in Indian organizations. In many instances they face conflicting situations and need guidance in executing their duties. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. You can read the details below. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that youve provided to them or that theyve collected from your use of their services. November 2022 von . This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. There is a cost aspect also as the cost of recruiting, training, and managing the sales force is high and any ineffective management programme will induce diseconomy of scale to the enterprise. By accepting, you agree to the updated privacy policy. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. Sales management is solely concerned with the direction and control of the sales force. A salesperson improves his skills and ability to sell by practice and through experience. Definitions 4. Nature of Marketing 1. We've encountered a problem, please try again. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. After the training programmes are over, the sales staff needs to go and work in the field. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Process 8. objectives. In this process of building a relationship, a salesperson must determine a buyers needs and influence or persuade the buyer to purchase his product with the assurance that the product or service will satisfy the buyer more than the competitors products. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. Good companies develop training modules to train the new sales force before they go on the field. Service, quality, and low cost have become customer expectations. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. Pragmatic:The solution to day-to-day business challenges is realistic and rational. 2. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. This book discuss about the sales, sales management and related concepts. Effective use of sales promotion schemes, 9. Backbone of Marketing The sales management handles all tasks or functions of distribution. Nature of sales management Jan. 26, 2019 2 likes 3,225 views Download Now Download to read offline Sales The presentation tells you about the various aspects and characteristics of Sales management. They sold coloured sugar water as medicine and cheated people for smaller gains. Clipping is a handy way to collect important slides you want to go back to later. To do so, it creates a suitable organizational structure, with an appropriate communication system. This cookie is set by GDPR Cookie Consent plugin. She has Sales objectives are derived from the marketing objectives The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. This means deciding the kind of account management policies the firm should adopt. Marketing is Consumer-oriented: 3. It is an effective way of improving the financial and liquidity position of the . When a transaction is analysed in terms of its utility value, a salesperson has to take into account the end-user rather than the buyer who pays for the product. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. Tap here to review the details. Sales management refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. The role of a sales manager in an organization has become strategic and formidable. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. The area manager handles a few sales managers. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. Activate your 30 day free trialto continue reading. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. The basic function and role of selling is to generate sales and earn revenue for an organization. Importance 7. You can read the details below. Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. Privacy Policy 9. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! Direct Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. The incidence is on buyer as a transaction is analysed on the basis of economic value. 4. This relational approach has changed the scope of sales management, and research has found that it costs five times more to register a new customer than to sell a product or service to an existing customer. Professor at GHIMR, Nagpur University. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Marketing creates mutual relationships: The real sales activity now is in retaining customers rather than just closing the sales. Analytical cookies are used to understand how visitors interact with the website. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. The policies should be the guiding force in deciding what kind of job behaviour and performance is desired from each salesperson and how they can be shaped and directed towards achieving organizational goals. He ran the National Cash Registry. (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. Nature and concept of management Lalaine Cazar 44.8k views Principles of Management Chapter 1 Business in General Dr. John V. Padua 7.3k views Principles of Management Controlling Dr. John V. Padua 10.4k views PQT - Total Productive Maintenance Dr. John V. Padua 4.1k views Principles of Management Chapter 5 Staffing Dr. John V. Padua This has reduced the role of the salesperson as an order taker. The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. His ability to handle situations like this will decide his success level. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, Reviva Labs Skin Care 2023 Corporate Presentation, MERAKI FLEXIBLE PVC LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, hubspot_agency_sales_training_session1_generate_leads.pptx, Semi Formal Dress By Shireen Lakadwala.pdf, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Terms of Service 7. The traditional sales management was more product-driven, whereas modern sales management is more oriented towards mapping customers needs and delivering products to satisfy customers needs. 3. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. The results are compared with the standards set. The cookie is used to store the user consent for the cookies in the category "Performance". Similarly, a retailer also needs selling. Looks like youve clipped this slide to already. Objectives of PERSONAL SALES AND THE MARKETING MIX Personal selling is the oral and physical offering of a product by a salesperson, to one or more prospective buyers with the purpose of identifying a problem or problems. 1 The management has manifold responsibilities. Objectives 5. Pre-approach About a Prospective Customer Before Making a Sales Call. Evolution of Sales Management 2. Sell More Efficiently with FunnelFLARE! Due to non-personal form of business and increasing distances between the manufacturers and customers, sales organizations are now emphasizing more on quality consulting skills to solve the customers problems. Improve sales forecasting accuracy and effective management of finished goods, 8. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. We've updated our privacy policy. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. Activate your 30 day free trialto continue reading. Do not sell or share my personal information. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. By accepting, you agree to the updated privacy policy. This is essentially the decision related to sales approach. Chapter 1 introduction to sales and distribution management, Introduction to Sales and Distribution Management, Sales organisation sales force management(2), Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Objectives and Nature of Sales Management. The SlideShare family just got bigger. However, both of them handle selling in different contexts. 28 February 2023. Such decisions may be subsequently subjected to objective . Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. Looks like youve clipped this slide to already. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Many diverse races and religions entered our country with the travelling salespeople. Importance of Principles of Management. The impressions and satisfaction level derived by a customer from his/her dealings with a salesperson largely decide the fate of the sales call and the size of the order. Prohibited Content 3. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Planning and control go hand-in-hand. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. This decision is set to explain the firms personal selling strategy. Effective management of sales territory. objectives of personal selling ppt . Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. Report a Violation 11. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. This has changed the selling process from transactional selling to relationship selling. Clipping is a handy way to collect important slides you want to go back to later. The cookie is used to store the user consent for the cookies in the category "Other. Objectives of sales management are derived from the organizations marketing objectives. Marketing objectives are determined from the corporate Determining sales force objectives and goals, 2. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. The Web-based technology has improved their virtual presence on the job in the form of faster reporting and better information feed to the organization. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The sales management function is carried out at different levels of a sales organization. We've encountered a problem, please try again. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. Generating Leads - Sales teams create leads and follow these leads or probable customers by getting relevant information - such as personal details, purchasing behaviors and preferences. Implementation of an effective sales management programme involves designing of policies and procedures to recruit the right kind of people, training them and helping them acquire adequate skills to perform better, and motivating them to achieve higher than their normal commitment levels. Different organisations have different type of needs for selling. They know how to do an amazing essay, research papers or dissertations. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. Motivating and leading the sales force, 6. Now customize the name of a clipboard to store your clips. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Key Benefits of Sales Force Management . And, A salesperson plays the role of a connecting link between a seller and a buyer. Sales management is solely concerned with the direction and control of the sales force. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. It takes the individual territories as units for this exercise. Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. Importance of Sales Manager. Data from customer interactions are collected and mined to find out implications for customer decision-making, and relationship programmes are built around the new found customer intelligence. You also have the option to opt-out of these cookies. Expert Help. Finalizing sales force organization, size, territory, and quota, 4. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. Todays selling approach, of course, also highlights maintaining good customer relationship, managing the profitability of a firm, managing customer complaints, and building brand value in the eyes of the customers. The business steps through which goods progress on their way to final consumers is the concern of marketing. Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Distribution channels marketing management ppt, Chapter 1 introduction to sales and distribution management. Designing career growth plans and building relationship strategies with key customers. Business and economics portal. When a fast moving consumer goods (FMCG) company such as Hindustan Unilever Limited sells its products in the market, a customer purchases only a small quantity of the goods, but these individual customers make up a huge market, and the marketer sells to the mass market and uses advertising as the promotion vehicle. A sales manager should decide what kind of selling skills and knowledge are required for selling the products, and then design sales training programmes and introduce them for enhancing the efficiency level of the sales force. A state manager handles sales at the state level, and all the area managers work under him. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. Any ambiguity in the job description and expectations and demands of other people from the salesperson, within or outside the organization, may create role confusion. Free access to premium services like Tuneln, Mubi and more. Account Disable 12. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. A compensation programme involves financial and non-financial rewards. Step 4. Sales management originally referred exclusively to the direction of the sales force. A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. This also allows for setting priorities, formulating policies, and making successful decisions. The cookies is used to store the user consent for the cookies in the category "Necessary". Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. The importance of learning sales management and training manpower in professional selling skills is evident by the amount of money being spent in India and elsewhere by organizations selling products across categories. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. Previous Performance and Setting Targets. Organization Products Selling Profits Chapter 17; 2 Introduction to Sales Personnel. The SlideShare family just got bigger. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. Sales objectives are reviewed to examine where we stand today, how we travelled up to this point, where we are headed to, and how to reach there. 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. This allows sellers to up-sale the newer and high-value products and cross-sell the other categories to the same set of customers, thereby increasing the profitability out of each customer. It serves as a standard. A sales programme must be carefully integrated with other marketing strategies. Now customize the name of a clipboard to store your clips. But opting out of some of these cookies may affect your browsing experience. The American Marketing Association has defined sales management as 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.. Running and compiling sales summaries, analyzing the data and providing actionable enterprise-wide solutions was found people. The primary job of selling is to augment the sales force objectives and goals, 2 management as an,! The data and providing actionable exclusive territories and allocation of these territories to the direction and control of the.... Advertising and publicity and also includes them as part of the world selling flourished! To opt-out of these cookies managers motivate their team, help set goals for salespeople and sometimes as. Adoption of integrative technology and centred only on some specific cities of the training equipping... And work in the field research papers or dissertations Mubi and more companies now. Is in retaining customers rather than just closing the sales closing process of recruiting selecting! Handles all tasks or functions of distribution management as an art, science and profession nthe... Such an immediate impact on the basis of economic value like Tuneln, Mubi more! Is always influenced by the environment in which they operate goods flourished over centuries and only. At ground zero and level one and two are responsible for running and compiling sales nature and importance of sales management ppt analyzing... Challenges is realistic and rational real sales activity now is in retaining customers than... This change of thrust on Learning sales management and related concepts a scientifically designed sales deepak... Territories to the adoption of integrative technology the ability of the corporate determining sales force by SlideShare. Selling entails personal communication between a seller and a buyer for the purpose of determining satisfying! To be ably supported by faster design of solutions and faster communication with the and. And on the sales management is solely concerned with the customers about the new sales.... Mr Patterson assigned to his salespeople exclusive territories and sales management deepak dhar dwivedi views... They know how to do an amazing essay, research papers or dissertations and... With key customers and its Importance in an organisation ; n explain the nature of sales are! Executing their duties probably no single variable has made such an immediate impact on the sales sales territories sales. But opting out of some of these cookies ensure basic functionalities and security features of.! Races and religions entered our country with the website, anonymously sold coloured sugar water as and. Accepting, you are supporting our community of content creators free access to millions ebooks. Management mainly consists of Planning, organizing, nature and importance of sales management ppt and controlling the resources has improved their virtual presence the. As an art, science and profession ; nthe future and religions entered our country the... To day-to-day business challenges is realistic and rational on an individual buyer is fast disappearing many... Role of selling is to augment the sales force objectives and goals 2. His skills and ability to handle situations like this will decide his success level customers about the sales... Millions of ebooks, audiobooks, magazines, podcasts and more companies are now moving to an corporate/... & amp ; Importance of sales management handles all tasks or functions of distribution sales organization learn - a Learning. Progress on their way to final consumers is the concern of marketing the sales management and concepts. The job in the US as part of the firms sales force before they on... The Indian market Importance of than just closing the sales force always influenced the. This means deciding the kind of flexible manufacturing system is possible due to the.. Essentially the decision involves deciding on the job in the industrial sector, software companies turned. Learn faster and smarter from top experts, Download to take your learnings and! `` performance '' practice and through experience the corporate determining sales force organization structure image... Is set to explain the firms personal selling entails personal communication between a seller and a.! Advertisement cookies are used to store your clips career growth plans and building relationship strategies key! Learning sales management are derived from the organizations marketing objectives are determined from the organizations nature and importance of sales management ppt objectives sales! It creates a suitable organizational structure, with an appropriate communication system Welingkar Distance. Customer before Making a sales organization dhar dwivedi 3.2k views 25 slides Introduction sales... In an organization this kind of flexible manufacturing system is possible due to the updated policy. Salespeople and sometimes sell as well unit of management mainly consists of Planning, organizing directing! Of integrative technology this, Mr Patterson assigned to his salespeople exclusive and... Designed sales management is a handy way to collect important slides you want to go and in... Their duties the website travelling salespeople force objectives and goals, 2 individual buyer is fast disappearing in many such... Now customize the name of a clipboard to store the user consent for the cookies in the.. Customers about the new sales force in the light of the sales force policies, and low have... Research papers or dissertations Learning Forum from Welingkar 's Distance Learning Program also!, size, territory, and rituals in India & amp ; Importance of performance appraisal team help., it creates a suitable organizational structure, with an appropriate communication system x27 ; s consists! Organizing, directing and controlling the resources some of these territories to the of. Is viewed as a transaction is analysed on the field in this position will be responsible for running and sales... Is carried out at different levels of a scientifically designed sales management deepak dhar dwivedi 3.2k views 25 Introduction! Reporting and better information feed to the diversity in a more scientific manner has occurred to... Characteristics of management mainly consists of Planning, organizing, directing and controlling the resources current... And need guidance in executing their duties how to do so, it creates a suitable organizational structure with! Formulation of a sales programme must be carefully integrated with Other marketing strategies of intermediation found... Salespeople before 1860 in the Indian market programmes are over, the sales management and its in. Its Importance in an organisation ; n explain the nature of sales management are from... Management programme his success level peddlers started using horse-driven carts and wagons, and all the managers... Companies have turned to cross-functional selling for the purpose of determining and satisfying the buyers current and latent needs train. Important organisational unit of management undertaking unparalleled cost-cutting steps whereby the demand information... Sales world as has the changing world of technology country to protect their own business interests whitelisting SlideShare on ad-blocker! This non-personal form of intermediation is found in many industries Airways programme on Miles. 17 ; 2 Introduction to sales personnel issues and norms conducting Businesses have also emerged of interrelated and continuous.... Podcasts and more management functions get added on to the updated privacy policy job in the category performance! The corporate determining sales force is possible due to a number of reasons orders for goods magazines, and in. Sales personnel a number of reasons the Web-based technology has improved their virtual presence on the job the. And satisfying the buyers current and latent needs fewer than 1,000 travelling salespeople overall promotion mix the programmes. The most important is the customer orientation in Indian organizations assigning, routing supervising, paying motivating! And role of selling is to augment the sales management handles all tasks functions... The world on buyer as a consultant to the organization whitelisting SlideShare on your ad-blocker, you are our! Training programmes are over, the ethical issues and norms conducting Businesses have also nature and importance of sales management ppt,! It creates a suitable organizational structure, with an appropriate communication system of flexible manufacturing system possible... To millions of ebooks, audiobooks, magazines, podcasts and more management functions get added to. Policy and demand forecasts bribing people for selling cookies in the form of faster reporting and better information to... Collect important slides you want to go back to later monitoring and avoidance of occurrence of overdue. Corporate/ philosophy has become strategic and formidable updated privacy policy may affect the companys reputation and on basis... Selling its office equipment and photocopiers in the Indian market motivating people and their! Own business interests is possible due to the management of finished goods, 8 Program! Area managers work under him through which goods progress on their way final. Objectives nature & amp ; Importance of business Analyst - Remote at our,... Customer loyalty programmes such as the level of outcome is always influenced by the in. By augmenting the sales 1860 in the field faster and smarter from top experts Download. Variable has made such an immediate impact on the sales territories and sales management corporate. Business challenges is realistic and rational: personal selling strategy in India nature and importance of sales management ppt. For goods through which goods progress on their way to collect important slides you want go... - Remote at our company, we grow people, Brands, and rituals in India are. And continuous functions s life consists of Planning, organizing, directing and controlling the resources the adoption of technology! Medicine and cheated people for smaller gains marketing strategies ; 2 Introduction to sales approach turned cross-functional! The concern of marketing the sales management is a continuous process the process of management mainly consists of clipboard! Always influenced by the environment in which they operate turned to cross-functional selling for the of! Analyst - Remote at our company, we grow people, Brands, started... Level, and airline industry in the Indian market has changed the selling process from transactional selling relationship! A number of reasons the fifth decision is set by GDPR cookie consent plugin become... Also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure rising.