A prospect means a probable buyer-the one who brings prospects to the seller’s business. To do so, it creates a suitable organisational structure, with appropriate communication system. There is also a wide variety in personal preference among sales managers with regard to methods and techniques of organization, motivation and plan­ning. He or she must determine how the total selling job should be set up—by geographical areas, by product lines, by type of customer, consumer or industrial, and the like. If the prospect recognises quite well his need, solution to his problem and also your brand name, the only points to be stressed are conviction and purchase. Genuine objections should be interpreted correctly and removed tactfully. It includes the planning, implementation, … Not all sales representatives require the same level of support. From the sales process definition to measurement, lead generation, and proven sales … A drawback of that strategy, however, is that it becomes difficult to compare performance across territories. The salespeople were asked to rate the extent to which it was unethical to take part in the suggested activity. Hence recruiting able and effective people in the job of managing sales is extremely crucial for the profitability of a company. For start-ups, of course, the sales organization must be built from scratch after its general structure has been determined. A sale is never complete until the product is finally in the hands of a satisfied user. As found out, this type of manager can be very frustrating since they are nowhere around when their representatives need them. Definition of sales management in the Definitions.net dictionary. There are managers that are called as dictators. Isolation – Salespeople are on their own in the field. (4) Administration, by which management meets planned objectives through guidance and evaluation of activity, including Sales Training, Motivation, Coordination, and Execution. (1988) illustrated that sales management, originally referred to direc­tion of sales force, later assumed a broader description in addition to management of personal selling to include advertising, sales promotion, marketing research, physical distribution, pricing, and product merchandising. paying and motivating, as these tasks apply to the per sonal sales-force. Number of calls made on existing accounts. Seek the solution together with your representatives. Sales management as such is a key function in many enterprises. They use these resources for achieving the objectives of the organisation such as high sales, maximum profits, business expansion, etc. It calls for not only persuasive communication, relationship management but also proper co-ordination. When a salesman presents a rival brand to a customer, he shall give more emphasis on the adequacy of his brand and the peasant feelings it is capable to create. Some firms (such as those selling technical products) have sophis­ticated sales personnel requiring less supervision than do less sophisticated representatives (such as route salesmen). Salespeople have a three dimensional job – communicating, persuading and differentiating. Some owner-managers find it difficult to measure the performance of sales representatives because representatives vary, customers vary, and business conditions vary. The elements shown by dashed lines i.e., adequacy and pleasant feelings are the elements of defense in the buying habit. The former is a product-centric process, often driven by price competition. The post-purchase evaluation is done in reference to the product performance, warranty administration and customer services by the call center division of the company. Yet there are rela­tively few good sales professionals, and considerably more mediocre ones, many who hamper their performance even more by an unnecessary (and often enthusi­astic) commitment to the stereotype. Business management definition is managing the coordination and organization of business activities. Then, you need to show them the importance of the information by regularly using it when you do joint calls with the salespeople. The study presented salespeople in Korea, Japan, and the United States with written examples of “questionable” sales situ­ations. But, it has gained a significant position in the today’s world. Steps. Objections and reactions represent feedback to salesman’s communications. The vision of the national sales manager is to be executed and customized by the managers working under him or her. Sales management, according to the above definition, is the management of the salesforce. The prospect must be convinced about the benefits, expected performance and services of the product. Marketing, Products, Sales, Sales Management. A successful salesperson in this field needs to have strong confidence and an experience of few large successes achieved periodically. Many firms have hundreds of salesmen, and a few have thousands. Sales Planning. Arts Management’s purpose is to reconcile both disciplines as they potentially have opposing objectives. Simplified. In this age of commodity brands and mass retailing even traditionally marketing-driven industries like FMCG and white goods have rediscovered sales. Converting Prospects to Customers – Getting prospects to become customers is an art and a science, it requires good planning and sustained efforts. Devising a sales force development program, 9. Sales planning skills, very precisely, refer to the ability of an individual to set sales targets and then define a set of steps that will be taken and the strategies that will be used to meet those targets. In fact, continuous recruiting may be costly but it costs less than con­stant high turnover. In business, team management is the collective effort of all employees to achieve organization objectives. For example, Dubinsky and associates found that role ambiguity, role conflict, job satisfaction, and organizational commitment were just as relevant to sales­people in Japan and Korea as in the United States, and that role conflict and ambi­guity have deleterious effects on salespeople in any of the countries. Sales Management: Meaning, Objectives, Functions, Aspects, Scope, Steps, Determinants, Tools and Other Details, Sales Management – Meaning and Definitions, Sales Management – 4 Main Determinants of Sales Activity Management, Sales Management – Different Sales Positions at Various Levels of Organization, Sales Management – Sales Responsibilities, Sales Planning and Sales Practices, Sales Management – Sales Management and Forecasting, Sales Management – Sales Management and Control, Sales Management – 11 Main Tools Used in Sales Activities, Sales Management – How to Make Sales Management Effective? Appraisal and counselling after appraisal are also communication exercises. Generalizations are dangerous because experienced people in this business know that often the outwardly least likely people turn out to be great producers whereas those who seem ideal miserably fail. There will be times when sales representatives regardless of the support and training they receive. The manager must dig deeper by analyzing expenses, price-cutting initiatives, and long-term contracts with customers that will impact future income. Located potential customers have to be qualified, i.e., they must have need, purchasing power, inclination to buy and buying authority or power. It is necessary to control costs. If the prospect knows the problem or need and is also aware of the product which can satisfy his need, the salesman will have to emphasise the brand name and convince the buyer that his brand is the solution to the problem. Examples of computer systems manage­ment, structural planning of factories, human resource management, capital market services and the like may be listed in the category of con­sultative sales. Sales Management is the planning of a company’s sales strategies and the hiring, training, supervision, and motivation of salesmen to carry out those strategies. Production management refers to planning, organization, direction, coordination and control of the production function in such a way that desired goods and services could be produced at the right time, in right quantity, and at the right cost. Although financial rewards are the primary means of motivating workers, most sales organizations also employ other motivational techniques. There are three general objectives of sales management viz- sales volume, contribution to profits and continuing growth. Coordinating with the marketing department and the consumers, 14. Additionally, the Federal Trade Commission (FTC) requires door-to-door sellers who work for companies engaged in interstate trade to clearly announce their purpose when calling on prospects. There are several sales organizations where enormous selling activity is taking place and that too at diverse locations and hence some kind of a more suitable control at the zonal level is required for which these positions are created. 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