Nature & Scope of Sales Management

Health Institutes

State Head

Wealth Advisors

Celebrities

All types of Institutions.

Product/ Service Salesperson

Media Sources of Negative Image of Selling

• “Death of a Salesman”

• “Glengarry Glen Ross”

• “Boiler Room”

2-4

How can you tell when a salesperson is lying?

His lips are moving.

Trends & Challenges

Technology – Dis-intermediation: Product explanation and proposal development, Access to information

Strong Customers – Monopsony buyers

Sales Management

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

American Marketing Association

What is Personal Selling?

Involves Two-Way, Personal Communication Between Salespeople and Individual Customers Whether:

face to face,

by telephone,

through video conferencing,

or by other means.

Attractive Aspects of Selling Careers

• Autonomy

• Multifaceted and challenging activities

• Financial rewards

• Favorable working conditions

• Career development and advancement opportunities

2-8

Nature

Personal Selling and Marketing Mix (Promotional Mix).

Relationship Marketing and Personal Selling – Transaction versus Relationship approach. B 2 B Selling.

Parity Products – No differentiation to score on competition.

Transaction selling versus Relationship Selling

Key Success Factors in Relationship Selling

• Listening skills

• Follow-up skills

• Ability to adapt sales style from situation to situation

• Tenacity — sticking with a task

• Well-organized

2-10

Cooperation

Trust

Commitment

Sharing Information

Sales People must develop close long-term relationships with their problems. These relationship are built on :

Transaction-Oriented

•Get new accounts

•Get the order

•Cut the price to get the sale

•Manage all accounts to maximize short term sales

•Sell to anyone

Relationship-Oriented•Retain existing accounts•Become the preferred supplier•Price for profit•Manage each account for long term profit•Concentrate on high profit potential accounts

President

Vice – President of Sales

National Sales Manager

Regional/Divisional Sales Manager

District Sales Manager

Sales Supervisor

Sales PersonStaff Assistant

available for advises and support at any

step along the ladder

The executive ladder in personal selling

Buying Process Participants

Initiators

Users

Influencers

Gatekeepers

Buyers

Decider

Controller

16

How do these selling styles depicted in this 1927 cartoon relate to the four stages in the evolution of marketing management?

17

The Internet has allowed many companies to shift The Internet has allowed many companies to shift sales support for small accounts to e-commerce sites sales support for small accounts to e-commerce sites and away from sales personnel. Additionally, many and away from sales personnel. Additionally, many regularly occurring functions have become regularly occurring functions have become automated, allowing customers with any size automated, allowing customers with any size organization to use web-based systems to place organization to use web-based systems to place orders and submit warranty requests. Can you think orders and submit warranty requests. Can you think of any other areas where Internet-based of any other areas where Internet-based technologies could change the technologies could change the way a sales force interacts way a sales force interacts with their customers?with their customers?