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Personal Selling Management
Job of Sales Management
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Group # 3
Marriam Irfan
M. Mehran khan Shehriyar paracha
Shehriyar
Ammar khalid
Arif ullah afridi Asher ali khan
M. Nayab Gul
M.Tariq khan
Noman ishaq
Syed naveed shah Samir mirza
M. Faheem asghar
Arsalan Butt
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Table of Contents
Nature of Personal sellingChanges in Selling
Personal Selling in the MM
Dimensions of sales MgmtThe field Sales manager
Sales Mgmt Training & development
Global perspective
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What is personal selling?Aspect of promotion that brings human
element into marketing transaction.
If done well and correctly used increasessales.
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US Department of Labor estimates that over 14 million
(11% of the overall labor force)are directly involved in
selling and sales-related positions.
Everyone who gets involved in direct selling wants an
easy way to make money.89% of direct sellers rate their personal experience in
direct selling as excellent.
91% of direct sellers say that direct selling meets or
exceeds their expectations as a business where the
harder they work the more money they can make.Source : http://www.directselling411.com/for-sellers/myths-facts/
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It is ever changing, non-routine and repetitive
Source of recognition and self satisfaction
Financially rewarded
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Sales Trainee
Salesperson
Key Account Salesperson
District Sales Manager
Regional Sales Manager
Zone Sales Manager
National Sales Mgr.
Vice President of Marketing
President
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1. Human element is critical2. Customer confidence is enhanced
3. Customer can act immediately.
4. Customers are treated as individual
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Human element is critical Face to face interaction among customer
and salesperson
Salesperson becomes the company forcustomer.
They interact with humans whom they
know and see personally rather inanimateorganization.
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Customer confidence is enhanced Chance of increasing customer confidence
in supplier`s products, personnel and
procedures. Sales person can miss this opportunity by
making unfulfilled promise and
misrepresenting the product Base for long term relationship the secret
of success in marketing today.
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Customer can act immediately desired customer action,
immediate order or a future commitment
makes it difficulty in delaying or forgettinga future promised commitment.
On spot customer decision
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Customers are treated as individual Customized sales presentations (according to
customer needs).
Tackling individual problems and complaints
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Persuasive selling production oriented sales
Low concentration on
customer relationship
Personal selling methodologies
were rigid
selling was perceived as a job
problem solvers
Customer oriented
Customer relationship building
Personal selling methodologies are
flexible and creative
Professional sellers
Strive to meet the needs of
individual customers
Changes in Selling
Traditional Selling Modern Selling
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Marketingconcept
Customerorientation
Sales andProfit
coordination
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Reebok pump v/s Black top
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Partnering Relationship selling
Team selling
Value added selling Consultative selling
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1.Partnering-Sharing values of the customers,
understanding and anticipating their needs2.Relationship selling- Forming relationships with
customers and enhancing them by providing services,
identifying and satisfying new needs and thereby
strengthening relationships.3.Team selling-A well-coordinated effort between
personnel of the company to sell rather than an
independent effort
4.Value added selling-Exceeding the customers
expectations by various approaches e.g. Installation
5.Consultative selling- Tailoring the product or service to
the need of the specific customer e.g. VIEC
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Product
Sales people now play an activerole in designing a product
Product testing
Test marketing
Product sourcing (Having theircompanys products sold undera private label
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Cost based pricing
Market oriented pricing
Demand &
Competition oriented
pricing- parity, premium, low
Price
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Direct distribution (sale
directly to ultimate user)
Indirect distribution(wholesalers & retailer) e.g.
Wal-MartPlacement
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Combination of advertising,
sales promotion and public
relationsPromotion
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Sales Mgmt?Managing the sales process and sales force
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Tasks of sales Mgmt Analysis: sales records, sales performance & market trends
Planning: setting objective, develop strategies & tactics for
achieving
Organization: smooth procedures& effective execution of
programs
Direction: staffing and supervision of sales plan
Control: comparison of actual and planned sales result
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Sales Mgmt & change
Constantly changing conditions
New products are introduced
Change in competitors strategy
New territories
New Trends (planning, purchasing, production, distribution)
Conventional selling to modern selling
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Primary
responsibility
Working
relationships
Role
Part of mgmt
Diversity of
responsibility
Develop accounts
Alone
Player
no
make calls, sell and
service
Develop people
Through othersCoach
Yes, must sell the
company plan to reps
Manage sales force,
manage key account,
cooperation with otherdepartment
Activity Sales managerSales representative
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HaveAnalytical skills
Behavior flexibility
Manager their own territories
Identification of the customer needsHuman relation skills, conceptual intellectual abilities & technical
skills
Effective decisiveness
Following the code of ethics
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It is essential that sales managers learn how to manage the
better educated and achievement oriented sales people.
A survey realizes that training is necessary to be
competitive at all levels of managementCommunication, team building, performance, skills are
required
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Sales manger find themselves dealing with the
sale persons and customer in foreign market
Important and sometime baffling difference
Are culture, social customs, bussiness
perspective , legal restrictions, jobs differences
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Low status job
Difficult to find sales person
Cost
Language and cultural differenceDifferent value system and ethics
Variability in the sales and marketing
sophistication
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