Besides, it was also necessary to go back and find whether consumer is getting optimum satisfaction, so that consumer remains loyal. Read more! ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, ... No public clipboards found for this slide. If your business brings in any revenue at all, a sales management strategy is an absolute must. Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. It includes the planning, implementation, and control of sales … Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. Sales &Finance: the higher is the sale, more is the revenue earned by the company. Marketers must plan things well in advance for the best results. Take a deep dive into the places sales reps struggle most, and get actionable takeaways to … Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function. Importance of Sales Management; Image Source: pixabay.com. You can change your ad preferences anytime. if you look at, the importance of sales management is rising day by the day. If you continue browsing the site, you agree to the use of cookies on this website. Data Quality. THE NATURE AND IMPORTANCE OF SALES MANAGEMENTWhile the role of sales management professionals ismultidisciplinary, their primary responsibilities are:-(a) Setting goals and standards for a sales-force;(b) Planning, budgeting, and organizing sales program to achieve pre-defined goals;(c) Implementing the program with proper segmentation and(d) Controlling the overall program … Sales management is an important part of an organizations functions. Amit Garg Assistant Professor,Assistant Professor, Deptt. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. 0 Number of Embeds. Sales Management Ppt - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. SALES MANAGEMENTSALES MANAGEMENT Mr. Amit GargMr. Because of the … SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT ... On SlideShare. ADVERTISEMENTS: Meaning of Management Ethics: ‘Management Ethics’ is related to social responsiveness of a firm. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. In pursuit of this objective, it's important to set goals, monitor sales performance and trends, and identify potential obstacles to optimized profits. Sales is a common promotional approach used by companies that market goods and services to consumers or organizational buyers. 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. Scribd is the world's largest social reading and publishing site. Coming from a sales department myself, I believe that the main function of sales management is to produce growth and revenue. You can change your ad preferences anytime. See our Privacy Policy and User Agreement for details. If you continue browsing the site, you agree to the use of cookies on this website. Process of Sales Management. of Management Studies,Deptt. These are also typically the goals and performance indicators of sales management. It is a standard of behaviour that guides individual managers in their works”. (ii) Increasing the production of existing products. Encouraging their managers to read … Sales management plays a very vital role in managing the salesforce in any organization. See our User Agreement and Privacy Policy. Companies tryto instill the management point of view in their executives by: 1. Business Environment- Economics Perspective, 300310 What Makes A Great Sales Manager. Managing Customer relations effectively needs a well-trained SalesForce, which is also known as sales force management. Presented By: Need and Importance of Marketing Research! Hiring graduates from the top-rated business schools. My definition may seem broad, but let me expound my answer further. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. It is essential to have concrete plans. 0 From Embeds. Looks like you’ve clipped this slide to already. It is important to meet competition and to make efficient and economic distribution system to reduce costs. Sales Management is the most crucial and determining factor in any business enterprise along with marketing. Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. See our Privacy Policy and User Agreement for details. In truth, there are a lot of important functions of sales management. 10 Actions ... Clipping is a handy way to collect important slides you want to go back to later. And today, sales can also … SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 1.6.2 Importance of SMBO 1.7 Organisation of selling unit 1.7.1 Need and Importance Anyone who attempts to examine the difference between the theory and the practice of managing can find hundreds of similar examples throughout his business environment. 1. 1. Teflons Teflon managers are pleasant, agreeable, and polite people. Selling commonly includes face-to-face meetings between sales representatives and prospective buyers. Sales forecasting is a key element in conducting your business. It is also important when new product to be launched and when distribution costs to be reduced. The realism that good forecasting provides can help you develop and improve your strategic plans by increasing your knowledge of the marketplace. If you continue browsing the site, you agree to the use of cookies on this website. Without one, a sales team will most likely become dead in the water. It is “the discipline dealing with what is good and bad, or right and wrong, or with moral duty and obligation. The tone and culture of the sales teams, created by sales management, can help generate passion and boost moral among individual reps. Sales management refers to the administration of the personal selling a company's product line(s). SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT . Now customize the name of a clipboard to store your clips. 12. Sales Planning- Sales Planning is the first functions of sales management and it means that the role … 1. Performance management: Why keeping score is so important, and so hard Open interactive popup The elements of a good performance-management system are simple, but integrating them into a business’s fundamental operating system is more difficult than it seems. The Importance of Sales in an Organization. Sales Planning. National income is the seventh importance of sales department/management and it means that selling results improve the production and marketing policies which results in better quality of products and services that results in a better standard of living and more employment opportunities are generated due to sales management. Sales Management was originally meant for sales personnel i.e it had a narrow perspective of directing the sales personnel of an organization. “It is the set of moral […] Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, No public clipboards found for this slide. Introduction to Sales Sales managers have one of the most vital roles in any organization. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms Importance of Sales Management Stabilizing and growing sales is essential to operating a profitable business. Jatin Vaid. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Clipping is a handy way to collect important slides you want to go back to later. Top 10 Reasons Why Sales Forecasting Is Important. Management Advantages:• Low cost • Proper territory management leads to low geographic duplication of effort • Low duplication of effort with customers (unless buyers are organizations that cross territories)Disadvantages:• Sales reps have a hard time developing product or market sp… The most important task of a marketer is to get the right product at the right place with the right price to the right person. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. 1. Putting managers through their own management development programs. Why is this so? (iii) Reducing cost of sales and distribution. In field sales the quality of data collected can be somewhat, debatable. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. The sergeant management style is used 18 percent of the time on average and its importance was ranked at 3.2. A sales manager needs to be aware of how he can manage his team. A good manager organizes and drives their sales team towards achieving their goals of increased revenue and productivity. Know your product well. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Mere guess works do not help in business. Now customize the name of a clipboard to store your clips. Clipping is a handy way to collect important slides you want to go back to later. In the following SlideShare, Altify has compiled 10 essential facts about sales rep performance that can help managers identify specific issues in their sales processes. See our User Agreement and Privacy Policy. Looks like you’ve clipped this slide to already. This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area. Sales management 1. Sales planning skills, very precisely, refer to the ability of an individual to set sales targets and then define a set of steps that will be taken and the strategies that will be used to meet those targets. Sales Management helps the organization to achieve the sales targets efficiently. Sending their managers to management courses and seminars. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. The following are the other factors showing importance of the sales management: (i) Introduction of new products in the market. A very important aspect of marketing that yields business is the efficient and effective use of sales force management and companies are always looking for better ways to complete this task. If you continue browsing the site, you agree to the use of cookies on this website. of Management Studies, Malout Institute of Management & InformationMalout Institute of Management & Information Technology, Malout - 152107Technology, Malout - 152107 Now customize the name of a clipboard to store your clips. Importance Of Sales Management• Sales maximization• Profit maximization• Growth and development• Strong planning• Formation of organization• Advise to top management• Optimum relationship 13. ADVERTISEMENTS: (iv) Export market. 4. Narrow perspective of directing the sales targets efficiently “the discipline dealing with what good... 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