Professional Salesmanship: Week 1

During this time, it is were the organizations generally small in scale, and the production capacity was limited. Also, selling was a relatively a straightforward process and the owner are the one who handling sales. In addition, he or she focus on doing manufacturing goods.

• Post-Industrial

• Industrial

• Pre-Industrial

• American War

In this time marked a dramatic shift in doing business. Mass production required businesses to think beyond local markets. They also need to find ways to sell their products on a larger scale. It is also the time wherein it laid as the foundation for modern commerce.

• Post-Industrial

• Renaissance Period
• Middle Ages
• Age of Discovery

It is where the concept of specialized functions in the departments was introduce. It includes the manufacturing and finance departments.

• Corporation
• Government
• Non-profit organization
• Functional Organization or Departments

In essence, the evolution of sales management has three important functions and these are?

• Product, Price, Place
• Focused, Evolved, Labelled

• Product, Promotion, Price
• Personal Selling, Sales Promotion, Public Relations

Involves planning, directing, and controlling the tasks related to personal selling i.e., recruiting, selecting, equipping, assigning, supervising, paying, and motivating the salesforce.

• Sales Management
• Marketing Management
• Human Resource Management
• Financial Management

Why sales coordination matters?

• It enhances efficiency, minimizes conflicts, and maximizes profitability.

• It increases the product price
• It reduces the quality of the product
• It decreases the company's reputation

The objectives of Sales Management plays a vital role in contributing profitability, balancing revenue generation with cost contol and involving effective pricing strategies and promoting efficient resource allocation.

• Growth

• Sales Volume

• Contribution to profits

The Four Major Functions of a Sales Managers are:

• Planning, Organizing, Directing, Controlling
• Selling, Marketing, Advertising, Promoting
• Selecting, Motivating, Training, Controlling

• Negotiating, Contracting, Delivering, Servicing

Effective communication is pivotal within sales team and with other departments.

• Sales Management manages the salesforce personnel.

• Organizes the selling effort and establishes suitable organizational structures.

• Establishes communication systems.

• Interfaces with Distribution channels and external stakeholders.

Many believed that marketing would replace the need for sales, but this was proven wrong.