nature and importance of sales management ppt

Sales Organisation: Needs, Importance, Functions and Structure Home Page | Pennwell Corporate Site Minimises bad debt losses. At the same time, such an approach will also help the company to cover more territory and perform better in new and old regions. Member of corporate team to ensure organizational objectives – customer satisfaction, sales growth & market share 3. PepsiCo is a large company dealing with food, snacks and beverages; it is approximated to be worth $39 billion and has employed 185, 000 employees. Contribution to purpose and objectives, b. Primacy of planning, c. Pervasiveness of planning, and d. Efficiency of plan 1.2.3 The Importance of Planning The planning function has four important goals: a) To offset uncertainty and change. Over the last few years, the business marketplace had been getting increasingly competitive. Also See: Materials Management PPT and PDF Internally, management with good presentation skills is better able to communicate the mission and vision of the organization to the employees. 102 The Nature and Functions of Distribution (Place) . For this reason, the sales training process is an important aspect in the world of sales. Personal Selling Sales managers have to be aware of such laws in order to avoid creating policies that can be illegal. Nature of … The learner to analyse importance of the different concepts of marketing management Interactive lecture Power point presentation SESSION 2: IMPORTANCE OF MARKETING IN BUSINESS Any kind of sales figures given to any particular person or region or distributor is called Sales Quota. Importance of presentation skills - Effective Strategic management ppt Sales Management – Different Sales Positions at Various Levels of Organization Professional Buyers. Facts are required to be presented in a neutral way; such presentation is ensured through a report as it investigates, explains, and evaluates any facts independently. Firms generally seek to compete in relatively stable economies with strong growth potential. Sales Quota: Definition, Types, Importance Fig5: P-O-L-C framework. Forecasting – Operations management is a bridge between sales and production and may be tasked with forecasting to predict which products and services are required for the future. To achieve this there are five fundamental management activities that effective sales leaders leverage to build and maintain successful, winning sales teams. Retail management makes shopping a pleasurable experience and ensures the customers leave the store with a smile. PPT Continuous monitoring and management of sales activities, increase the overall revenue of the organization thereby resulting in the growth of the business. Explain the importance of analyzing and understanding the firm’s external environment. Sales management, apart, from the management of personal selling, encompasses marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. Sales Organisational Behaviour Unity in Diversity. It takes a well-versed sales professional to take on this role successfully. Unit 1: Introduction to Sales Management Unit 1: Introduction to Sales Management Notes CONTENTS Objectives Introduction 1.1 Marketing Sales Management 1.2 Objectives of Sales Management 1.3 Exchange Process 1.4 Interdependence of Sales and Distribution 1.5 Key Decision Areas in Sales Management 1.6 Sales Management Cycle According to Theo Haimann, “Staffing pertains to recruitment, selection, development and compensation of subordinates.” CONCEPTS: 1. What is a Brand? After your sales team sees success with the sales strategy, go the extra mile and form a partnership between your sales team and customer service/success teams. Sales function, being a part and parcel of marketing, had played a very creative … 2.1.3 Logistics - a growing area of company focus The recognition of the role and importance of logistics and the management Read this article to learn about Sales Force Management, Evaluation of Sales Performance by the Management and six areas for managerial decisions regarding the sales force- (1) Recruitment and selection of Sales force (2) Training of Sales force (3) Remuneration and expenses of Sales force (4) Supervision and direction (5) Motivation of Salesmen (6) Control and evaluation or … So if you were wondering what is the nature and scope of management, you’ve come to the right place. Now, the sales management meant management of all marketing activities, including advertising, sales promotion, marketing research, physical distribution, pricing, and product merchandising. Step 2 – Collect historical information. 2. Overcoming objections: The primary value of personal selling lies in the sales person’s ability to receive and deal with potential customers’ objections to purchasing the product. 20 Full PDFs related to this paper. Sales refers to the exchange of goods/ commodities against money or service. 3. It is the only revenue generating function in an organization. Evaluate your performance in Credit Management Function resolutely transverse, its performance brings together many departments of the company, from trade to accounting, from logistics to after-sales service. In this, I have talked about the Introduction, History, Nature, Scope, Importance and Functions of HRM which is enough to judge the quality of our Human Resource Management Notes. It may also say how that compensation will be distributed. Although pressure is negative in nature, sales motivation can be positive. Price Fixation. Download Download PDF. 2. Methods of Sales Forecasting. ii. ADVERTISEMENTS: Sales Management developed as a part of marketing management. Sales forecasting allows companies to efficiently allocate resources for future growth and manage its cash flow. Sales management The only business function that generates revenue. Sales Manager plays an important role in Small, Medium and large business.. World's Best PowerPoint Templates - CrystalGraphics offers more PowerPoint templates than anyone else in the world, with over 4 million to choose from. Importance of Presentation skills: Effective presentation skills are a part of communication. logistics management, as well as logistics, supply chain and supply chain management, and discuss in some detail the implications of logistics for a company. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Within the consultative sales presentation framework, the salesperson acts as an advisor and possesses the knowledge and ability to customize the presentation in order to address and solve the specific needs and wants of the customer. Ever since people began forming groups to accomplish aims they The managerial function of staffing involves manning the organization structure through proper and effective selection, appraisal and development of the personnel’s to fill the roles assigned to the employers/workforce. Human Resource Management Software Market to exceed US$ 30,061.8 Mn by 2027, says The Insight Partners - The human resource management software market was valued at US$ 15,789.9 Mn in 2018 and is expected to reach US$ 30,061.8 Mn by 2027 with a CAGR growth rate of 7.5% in the forecast period from 2019 to 2027. With the unexplored scope and nature of eCommerce business and the supporting hand of Builderfly’s well-experienced team, you get a platform where you can start your store for free and thrive online. One such visually appealing PPT design is this free semi-circular PowerPoint template. The goals should be realistic and attainable. Sales Management Q.1 Define Sales Management . Sales managers would be able to analyze the performance of their sales team. A sales manager is someone who directs an organization’s sales team, oversees its processes, and is typically in charge of talent development and leadership. Banu Divya. Sales Management helps the organization to achieve the sales targets efficiently. Good inventory management helps with: 1. 2.The learner would be able to understand the concepts of marketing management. It enables the business to decide whether to add a ncw product to its product line or to drop an unsuccessful one. MARKETING-MANAGEMENT-NOTES.pdf. Supreme in Thought and Action. 1.1 INTRODUCTION In the modern times one of the most important human activities is managing group of people. All data can therefore be collected in real time. The sales presentation is a detailed effort to bring the buyer’s needs together with the product or service the sales person represents. Get a bird’s eye view of existing and potential customers, retail store image, merchandise quality and customer service levels, marketing approach, and finally desired sales and profits. Sales Management According to American Marketing Association (AMA), “Sales Management means 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”. Jatin Vaid 5 6. Nature of Sales Management i. But, it has gained a significant position in the today’s world. Ensure continuous growth of the organisation. Sales Quota is the sales goal or figure set for a product line, company division or sales representative. It has formed an important part in business throughout history. PART A: BUSINESS MANAGEMENT LESSON 1 NATURE OF MANAGEMENT AND ITS PROCESS Page Concept of management 3 For-Profit Organisations (Businesses) 3 Not-For-Profit Organisations (Institutions) 3 Adding Value 3 Management Performance 4 Objectives of Management 5 Importance of Management 5 Management – Science or Art 6 Features of … American Marketing Association (AMA) define sales management as: “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“. Sales Management - Apptivo - Complex sales processes can be made simpler with the Apptivo work flow, where all data within the CRM can be consolidated into an estimated revenue. The importance of sales management in an organization is also known as scope of sales management and it includes various points like:- It is Dagmar of the marketing system, It manages the sales force, Sales management inspires sales, To give training to the salespeople, To establish brand image and goodwill, To manage the sales data, Development of skill. It achieves this by providing field reps with a tool they can use when directly in front of a client or prospect. Sales quotas are the sum of the total sales of a future period and duties to achieve the component of total sales by each salesperson are handed down to them at the beginning of the period. It includes the planning, implementation, and control of … 2. Retail management includes all the steps required to bring the customers into the store and fulfill their buying needs. But perhaps more important, E-commerce is merging or converging with conventional channels across virtually all sectors of the economy, not only in the U.S. but around the world. Importance of Presentation Skills . The price of a product increases with increase in sales revenue. A managerial principle is a broad and general guideline that regulates decision making and behavior within a group or organisation. Meaning of Receivable Management. What is Planning and its Nature, Importance, and Types. Ans. FUNCTIONS OF SALES MANAGEMENT 19 Managerial Functions: 1. Planning: This involves, forecasting demand, sales territory planning, personal selling and promotional efforts. 2. Organising: This involves structure, resource allocation, responsibility assignment and delegation of authority etc. 3. Boost up sales volume. A Basic Introduction for Operations & Supply Chain Management Dr. Mark P. Van Oyen file: inven-lec.ppt Types of Inventory 1. Customer experience . A questionnaire is defined as a document containing questions and other types of items designed to solicit information appropriate for analysis. The AR item is a transitional item. Personal Selling – Factors Determining The Kind of Selling Personnel Contribute towards current profit. They are. And so while it may not be the most exciting subject, inventory management is v itally important to your business’s longevity. Fixation of the right prices is an important task for every business organization. The company comprise of three main divisions located in Latin America, North America and its international subsidiaries. (4) Servicing – providing support and service to the customer in the period up to delivery and also post-sale. Procedure for the construction of a questionnaire follows a pattern similar to that of the interview schedule. Strategic Management • Strategic management is a set of management decisions and actions that determines the long-run performance of a corporation. Thus importance attached to Principles of Management is immense and it is essential to have a thorough understanding of these principles, their importance, features and objectives. Following are the objectives of sales promotion: i. An essential tool for every professional who belongs to Sales, our Sales Management PowerPoint template will let you explain this subject to others in a flawless way. What is Personal Selling? This segment refers to the nature and direction of the economy in which a firm competes or may compete. (check one) They'll give your presentations a professional, memorable appearance - the kind of sophisticated look that … It is in the entire sales process that the keys to improvement are. Laws that affect sales operations include pricing discrimination, which we discuss in Chapter 15 “Price, the Only Revenue Generator”, and privacy laws, discussed earlier. The very nature of the industry dictates that multiple decision markers are involved, meaning that marketing strategies must consider the use of sales (and other middle-men) to be successful. Sales forecast helps in product mix decisions as well. Personal selling is a promotional method in which one party (e.g. Providing a bit of monetary incentives will motivate the sales person to reach more customers and possibly convert them. Price is the marketing mix element that produces revenue. Moreover, when the prospect has questions or raises objections, the salesperson is there to provide explanations. The sales management represents one of the most important functional areas of business management, and all the principles of general management such as planning, organizing, directing, motivating, and controlling are applied to sales management too for securing better business performance, viz., reasonable profits through sales. 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