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Sales Management: Duties of A Sales Manager

The basic role of sales management is to generate revenue through selling while maintaining good customer relationships and brand value. A sales manager's duties include setting sales objectives and quotas, organizing the sales force, forecasting sales, motivating the sales force, and designing compensation and career growth plans. Personal selling involves building personal relationships with customers through face-to-face or telephone interactions to promote products or services.

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57 views9 pages

Sales Management: Duties of A Sales Manager

The basic role of sales management is to generate revenue through selling while maintaining good customer relationships and brand value. A sales manager's duties include setting sales objectives and quotas, organizing the sales force, forecasting sales, motivating the sales force, and designing compensation and career growth plans. Personal selling involves building personal relationships with customers through face-to-face or telephone interactions to promote products or services.

Uploaded by

bhuppi
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPT, PDF, TXT or read online on Scribd
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Sales Management

The basic role of selling is to generate sales and earn


revenue for the organization. Today selling approach
also highlights good CRM managing profits and
building brand value. The management role in it is to
develop strategies, techniques, and personal skills to
cover different facets of the sales function.
Duties of a Sales Manager
 Determining sales force objectives and goals.
Finalizing sales force organization, territory and
quota.
Forecasting sales.
Sales Management
 Motivating and leading the sales force.
 Designing compensation plan,
 Designing career growth plan.
Personal Selling

• Personal selling is a promotional method in which one


party (e.g., salesperson) uses skills and techniques for
building personal relationships with another party
(customer). Because selling involves personal contact,
this promotional method often occurs through face-to-
face meetings or via a telephone conversation, though
newer technologies allow contact to take place over the
Internet including using video conferencing or text
messaging (e.g., online chat).
Advantages

• Personal selling is a face-to-face activity; customers


therefore obtain a relatively high degree of personal
attention
• • The sales message can be customised to meet the
needs of the customer
• • The two-way nature of the sales process allows the
sales team to respond directly and promptly to customer
questions and concerns
• • Personal selling is a good way of getting across large
amounts of technical or other complex product information
• • The face-to-face sales meeting gives the sales force
chance to demonstrate the product
• • Frequent meetings between sales force and customer
provide an opportunity to build good long-term relations.
Selling process
• 1) Prospecting - trying to find new customers
• (2) Communicating - with existing and potential
customers about the product range
• (3) Selling - contact with the customer, answering
questions and trying to close the sale
• (4) Servicing - providing support and service to the
customer in the period up to delivery and also post-sale
• (5) Information gathering - obtaining information about
the market to feedback into the marketing planning
process
• (6) Allocating - in times of product shortage, the sales
force may have the power to decide how available stocks
are allocated.
Sales Management

• Channel sales: Aggregate of all sales generated in a


particular period by all means of distribution (own sales
force, dealers, retailers, direct marketing etc.) employed
by a firm to move its products to the market.
• Industrial Sales: Industrial salesis the sales of goods
and services from one business to another. The word
"industrial" has connotations of heavy machinery, mining,
construction etc. but "industrial selling" is not confined to
these types of business activities only.
Sales Related Marketing Policy

• Product Policy
 Relation to product objectives. ( positioning)
 Product line policy. (short or full line)
 Changes in product. (extension)
 Changes in product line.
 Diversification decisions. (new category)
 New product development.
 Product design policy
 Product Quality and service policy.
Sales Related Marketing Policy

Distribution Policy
 Policies on marketing channel.
 Sales volume potential.
 Cost comparison of different channel types.
 Net profit possibilities.
 Policies on distribution Intensity (Mass, selective or
exclusive distribution policy).
Pricing Policies
 Policy on pricing relative to the competition.
 Policy on pricing relative to Costs (Full cost pricing, list
pricing)
 Geographical pricing
 Policy on price leadership (follow others or initiate)
 Product line pricing policy.

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