BMK2644 - C1 Introduction to Sales Management

What Is Sales Management?

Sales Management as the function of ________________, ______________ and _______________ of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying, and motivating, as these tasks apply to the personal sales force.

• planning

• direction

• control

• following

Types, Titles, and Hierarchical Levels of Sales Managers

• 4

• 5

• 6

• 7

All the following refer to sales manager about their :

•Sales managers plan, lead, and control the selling activities of their organizations.

•They continuously monitor and adjust their marketing strategies to dynamic technological, competitive, economic, legal, and cultural factors.

• Responsibilities

• Duties

Sales managers also consider the interests of the company's stakeholders, such as these:

• –employees

• –suppliers

• –financial community

• –media

• –stockholders

New Marketing Perspective in sales management industry refer to pricing strategy is _______________________________.

• moved away from a transaction orientation

• focuses on building long-term customer relationships

• focuses on delivering value to customers

• focuses on managing customer relationships

Based on the new marketing definition, there are three major implications for sales managers:

•achieve a continuing dialogue with customers,

•personalize the treatment of valued customers,

•increase customer retention.

These activities refer to :

• Manage customer relationships

• Serve as customer consultants

• Manage the hybrid sales force

• focuses on managing customer relationships

Based on the new marketing definition, there are three major implications for sales managers:

•build ongoing relationships and mutually profitable partnerships with customers,

•encourage salespeople to go beyond selling and serve as consultants and partners.

These activities refer to :

• Manage customer relationships

• Serve as customer consultants

• Manage the hybrid sales force

• focuses on managing customer relationships

Based on the new marketing definition, there are three major implications for sales managers:

•build ongoing relationships and mutually profitable partnerships with customers,

•encourage salespeople to go beyond selling and serve as consultants and partners.

These activities refer to :

• Manage customer relationships

• Serve as customer consultants

• Manage the hybrid sales force

• focuses on managing customer relationships

What a good sales

manager can do?

• Effectively lead and

  motivate people

• Make good decisions

• Solve problems

  creatively

• Provide outstanding

  communication

• Monitor competitive

  offerings

How H.Q. supports the sales force?

• Advertising

• Trade shows

• Sales promotion

• Product publicity

• Marketing and sales planning