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Sales Management

MKTG 637-2 Sales Management

Course syllabus is online athttp://online.sfsu.edu/~perttula/Sales/637Sp

04.htm

Sales Management 5thed. By Ingram; LaForge; Avila; Schwepker; Williams

http://online.sfsu.edu/~perttula/Sales/637Sp04.htmhttp://online.sfsu.edu/~perttula/Sales/637Sp04.htmhttp://online.sfsu.edu/~perttula/Sales/637Sp04.htmhttp://online.sfsu.edu/~perttula/Sales/637Sp04.htm

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What you are to do in this course

Learn about sales management andhow it fits into the business operation

Learn about forecasting sales Learn about making effective

presentations and make one

See course outline

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Wall Street Journalrecommended

Go to http://subscribe.wsj.com/semester

Enter 941

Choose San Franc St U Choose Perttula, Leslie

Select your term: one semester is $34.95

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The Changing Worldof Sales Management

Module One

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A Day in a Sales Managers LifeAn Experts Viewpoint:

Von Oliver is currently national sales manager for adivision of Lockheed Martin Corp. Vons typical day starts

at 7:30 A.M. going through e-mail and prioritizing the daysevents. During the morning he will review reports, and

spend time with his sales reps. He will have lunch withcustomers and spend the afternoon making sales callswith his sales reps. He spends late afternoon reconcilingthe days activities and setting his agenda for the next day.

Action

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A Day in a Sales Managers LifeAn Experts Viewpoint:

Von Oliver is involved in a variety of different activities.He spends much of his time interacting with

individuals, especially salespeople and customers.But, he also plans strategies and continuously

monitors performance. In other words, he performs allthe major sales management functions.

Result

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Describingthe

Personal

SellingFunction

Defining the

StrategicRole of the

SalesFunction

Developingthe Sales

Force

Directingthe Sales

Force

Determining

Sales ForceEffectiveness

andPerformance

Sales Management Model

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Transactions Relationships

Local Global

Management Leadership

Individuals Teams

Sales Volume Sales Productivity

Sales Management Trends

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Sales Teamwork Approaches

Relatively permanent,customer-focused group

Relatively temporary,transaction-focused group

Membership determined byjob assignment to a specific

buying organization

Membership determined byinvolvement in sales

transaction

One team per buying unitOne selling center per

sales opportunity

Core Selling Team Selling Center

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Sales Teamwork Approaches

Core Selling Team Selling Center

Membershiprelatively stable

Membershipvery fluid

Characteristics of teamdepend on characteristics

of buying organization

Characteristics of teamdepend on characteristics

of sales opportunity

Mission is strategic withrespect to the buying

organization

Mission is tacticalwith respect to thesales opportunity

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Teams

Companies like IBMand HP-Compaq,which sell customized combinations ofcomputer hardware and software, use

teams of salespeople and technicalexperts who work closely with thecustomers buying team

Very expensive way to sell

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Leadership Trends

Yesterday TodayNatural resources

defined powerKnowledge

is power

Leaders commandedand controlled

Leaders empowerand coach

Leaderswere warriors

Leadersare facilitators

Managersdirected

Managersdelegate

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Effective Sales Managers:

Utilize a Strategic Perspective Focusedon Customers

Attract, Keep, and Develop Sales Talent

Leverage Technology

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In-class written assignment

What have I learned so far in thesales management course after 3class meetings?