Introduction to Sales ManagementDr. Sushil S. Chaurasia,
Assistant Professor, SIIB.Sales Management means the planning,
direction and control of sales force, including recruiting,
selecting, equipping, assigning, routing, supervising, paying and
motivating.
Scope of Sales Management
Personal Selling (industrial as well direct) Channel Sales Force
management
Roles of a Sales Manager
Strategic RoleMarket to be served now and futureArea of business
the company does not wantTactical RoleStructuring sales force w.r.t
size and designAdaptable Training of sales forceMotivation,
Evaluation and Control of sales forceOperational RoleImplementation
of PoliciesSales Force RecruitmentTerritory DesignTarget
SettingManaging the Channel
Skills of Sales Manager
People SkillsManaging SkillsTechnical Skills
Emerging Trends in Sales Management
Global PerspectiveTechnology RevolutionCRMSales force
DiversityTeam selling approachManaging Multi-channelsPartner
Relationship ManagementEthical and social issuesSales
Professionalism
Exercise:
1. What are the characteristics of a good salesperson?2. Sales:
Science or Art?
