challenges in sales management ppt

Behavioral Self-Management. "@context": "http://schema.org", Routing of sales people Routing is a managerial activity which establishes a formal pattern for a sales person to follow as he or she goes through a given territory. "width": "1024" "contentUrl": "https://slideplayer.com/12925251/79/images/slide_57.jpg", "@type": "ImageObject", "description": "This ensures customer satisfaction and repeat order. ", It increases the sale persons interest and effectiveness. "@type": "ImageObject", Contd Approach This involves making the actual contact with the prospect and it is in two phases. "@context": "http://schema.org", Presentation and DemonstrationThis stage includes the actual presentation of the product to prospect. ", Attract and retain competent salespeople, thereby enhancing long-term customer relationships. g. Establish control mechanisms such as call reports to ensure efficiency and accountability e.g. Most selling situations require a number of selling activities, there may be efficiencies in having sales people specialize in performing certain of these required activities. Though it may be denied, sales people fall into recognizable styles which project certain characteristics. ", "description": "The role of organization in sales has been compared to that of the skeleton in the human body; it provides a framework within which normal functions must take place. The problem-solving approach appears to be the most successful in technical industrial sales situations, in which the parties involved are usually oriented towards scientific reasoning and processes and thus find this approach to sales amenable. The product concept: The product concept holds that consumers will favor products that offer the most in quality, performance, and innovative features. "width": "1024" Check out our Presentation Design Services, Available in Standard as well as Widescreen size. }, 82 "contentUrl": "https://slideplayer.com/slide/12925251/79/images/100/Problems+associated+in+leadership.jpg", Excellent sales management can help your business thrive. There are many definitions of sales, but essentially, youre facilitating a transaction between your company and its customers, moving them through a process that leads to an exchange. "@type": "ImageObject", { LECTURE 9 SALES MANAGEMENT LEADERSHIP AND SUPERVISIONThis deals with leadership and supervisory roles of sales managers, and to be a successful leader, one needs to work efficiently with salespeople by empowering them. This concept is one of the oldest orientations that guide sellers. discounts, extra quantity, and special price. It also increases the sales person\u2019s ability to route, plan calls, and identify problems which needs to be addressed. "name": "Evolution of Marketing and the Marketing Concepts", )", { "@context": "http://schema.org", "contentUrl": "https://slideplayer.com/slide/12925251/79/images/9/Evolution+of+Marketing+and+the+Marketing+Concepts+%28Cont.%29.jpg", "name": "LECTURE 7 STAFFING THE SALES FORCE", There are tons of popular CRMs out there, but choosing a CRM is challenging. ", "@context": "http://schema.org", To handle objections effectively, the sales person must maintain a positive attitude towards the prospects. Three territories are developed because the decision model results presented indicate that two salespeople cannot adequately cover these trading areas. Marketing: The act of promoting your product or service. It may be for a market as a whole or for a portion of it. ", 360 feedback adds another dimension to performance management. These ingredients are a variety called 4ps especially when they relate to a tangible product. Finalize Territory DesignFinalize Territory Design The final step is to adjust the initial territories to achieve equal workloads for each salesperson. i. Optimal Sales force Reward SystemThis is a system that balances the needs of the organization, its salespeople, and its customers against one another. "@type": "ImageObject", "description": "Retail Selling: - order taking. NB: It must be noted that for effective adjustment of sales territories, there is the need to conduct territorial sales and cost studies on a continuing basis. The sales pipeline is helpful in showing you exactly where the money is in your sales process. "name": "Personal Selling Process Contd", ", The more time you put in, the more you should get out. That is, financial and nonfinancial compensation. "@context": "http://schema.org", powerpoint ethics templates template business point power background examples backgrounds presentation professional ppt slide management ethic designs presentations articles advertisement "width": "1024" "contentUrl": "https://slideplayer.com/slide/12925251/79/images/79/BUDGETING+Factors+that+influence+revenue.jpg",

"@context": "http://schema.org", Start or continue the conversation with like-minded sales and marketing professionals on our Community. "name": "Conflicts of interest Sales people assume a boundary-role position so they sometimes encounter conflict of interest. "name": "Follow-up", "@type": "ImageObject", }, 85 Sales quotas. "name": "Product sales organization", "name": "Managing the Sales Training Process", }, 10 { BUDGETING (Cont.) "width": "1024" "description": "Traditionally, the roots of modern marketing have been traced to the 1950s, when the marketing concept was first articulated. "description": "Line structure. }, 68 Specialty selling of tangible products. "width": "1024" }, 81 Policies for dealing with sexual harassment should be developed for the entire company "description": "", ", "width": "1024" "width": "1024" A more systematic approach will result in fewer errors and greater achievements for the sales force and company as a whole. "description": "The pattern is usually marked or listed. "description": "Finalize Territory Design The final step is to adjust the initial territories to achieve equal workloads for each salesperson. Some of the sales people can be ruler breakers. vi. An incredibly important type of specialization is market specialization. Termination of employment. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/44/Decisions+in+one+salesforce+deployment+area+affects+decisions+in+other+areas..jpg", "width": "1024" "description": "This analysis involves the study and assessment of the various environments that affect the business. "name": "Pre-requisite for Sales People Success", Proper coverage of Sally's trading areas should require more than two salespeople, yet Sally has sole responsibility for these trading areas. Justification for establishing sales territories.i. The role of organization in sales has been compared to that of the skeleton in the human body; it provides a framework within which normal functions must take place. Availability of recruiting sources. { Analyze Opportunity of Planning and Control Unit First, determine the amount of opportunity available from each planning and control unit. "@context": "http://schema.org", Contingency approach. "width": "1024" "width": "1024" Lets focus on three of the most important tasks a good sales manager excels at: building the team, defining the sales process and reporting.

}, 61 The organization should be stable and flexible. "@type": "ImageObject", "@context": "http://schema.org", "name": "Processing of applicants", Performance objectives give your business activities direction and accountability. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/103/Termination+of+Employment.jpg", cit "name": "LECTURE 8 SALES TRAINING", follow. Technical Selling. a. Extremely pleased with the fact that they are easy to modify. }, 66 "name": "Role of Sales Training in Sales force Socialization", It serves as a basis for control and evaluation of the salesperson\u2019s activities. "description": "An incredibly important type of specialization is market specialization.

}, 74 They apply to specific period and can be specialized in great details. "description": "Some problems sales managers are likely to face are; Conflict of interest. Its also their duty to counsel the team throughout the process, make sure they are still on track and motivate them when needed. { Assigning authority to position. "@context": "http://schema.org", "width": "1024" The overall objective is to ensure that all accounts are assigned salesperson responsibility and that each salesperson can adequately cover the assigned accounts. ", "@context": "http://schema.org", ", { "@type": "ImageObject", ",

}, 79 discounts, extra quantity, and special price. "contentUrl": "https://slideplayer.com/12925251/79/images/slide_75.jpg", "name": "Criteria for Performance Evaluations", > W Y P Q R S X `!&E. The objective is for sales people to become expert in the assigned product categories "@context": "http://schema.org", A single user is only allowed to download up to 2 free products. "description": "There are five(5) basic approaches to personal selling; Stimulus response selling. "width": "1024" To ensure that compensation and other reward disbursements are consistent with actual salesperson performance, To identify salespeople who are due for promotion, To identify salespeople whose employment should be terminated, Through evaluation the specific training needs of the salespeople can be determined, It gives information that helps in the effective planning of the human resources, Some organizations evaluate their salesforce annually, Most firms also use combinations of input and output criteria that are evaluated by quantitative and qualitative measures, Sales organization that set performance standards or quotas, Some sales organizations assign weights to different performance objectives and incorporate territory data when establishing these objectives. "description": "Holistic Marketing Concept: is based on the development, design, and implementation of marketing programs, processes, and activities that recognizes their breadth and interdependencies. "width": "1024" "@type": "ImageObject", It serves as a basis for control and evaluation of the salespersons activities. "width": "1024" ", Recruitment and Selection is important where there is; inadequate sales coverage and lack of customer follow-up, increased training cost to overcome deficiencies. "@type": "ImageObject", It relies on questionnaire that would bring out customer needs. The slide or theme will change to widescreen, and all graphics will adjust automatically. Master sales techniques. iii. )The Societal Marketing Concept: The societal marketing concept questions whether the pure marketing concept overlooks possible conflicts between consumers short-run wants and consumers long-run welfare. "@type": "ImageObject", Customers appreciate this selling method and are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written proposal. Problematic salespeopleThere are salespeople who are problematic if behavior or attitude can be identified, it can be corrected through motivation, supervision and further training and development. "width": "1024" "@type": "ImageObject", SELLING AND SALES MANGEMENT Chapter Three Territory Development And Time Management. That is the salesperson must be patient and persistent. Personal Selling ProcessProspecting and qualifying: This involves searching for potential for the product in question. "name": "Analyze Opportunity of Planning and Control Unit", It relies on highly structured sales presentation and the salesperson does most of the talking. It requires determining the market potential for the goods and service that the firm currently produces or considering producing. The best approach is to design several different territory arrangements and evaluate each alternative.

Sales structure provides a framework for sales organization operations by indicating what specific activities are performed by whom in the sales organization. Newly hired people go through orientation where they familiarize themselves with companys policies, history, facilities or procedures. Problem Solving. "@context": "http://schema.org", To ensure effective implementation of strategies in order to achieve set objectives, key activities involved are: Division of the work load into tasks \u2013 specialization. The salesperson may offer specific inducement, e.g. The salesperson can ask for clarification of objection if necessary, question the buyer in a manner that he or she answers his or her own objection, or turn the objection into a reason to buy. Learn how to set and achieve effective goals with these tips and examples. "description": "Frequently, prospects before buying a product are likely to raise some objections in order to minimize post- purchase dissonance. ", "@context": "http://schema.org", }, 104 Each step is very critical. Each alternative must be feasible in that planning and control units grouped together are contiguous. Market Sales OrganizationAn incredibly important type of specialization is market specialization. Consultative Selling. Sometimes even competitors offerings are included as alternatives in the purchase decision. Excellent products for quick understanding. a. { Objective method. }, 111 LECTURE 1 Introduction to Sales Managementis the planning, organizing, leading and controlling of an organizations sales force in order to create exchange to satisfy individual and organizational objectives.

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