Thus there needs to be optimum penetrationso that the product reaches all corners of the region targeted. Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. management objective of the firm; that must emanate out of its overall business or corporate objectives. In 1908, Frederick Winslow Taylor applied his ‘Scientific management’ principles to find out how the work potential of … A significantly broader meaning is assigned to Sales Management recently to the extent it encompasses following two broader areas. It leads to efficient work practices and effective communication to make better decisions in an organization. Product Evolution found in: Business Evolution Financial Marketing Ppt PowerPoint Presentation Show Graphics, Business Evolution Business Ppt PowerPoint Presentation Ideas Templates, Product Evolution Cycle Ppt PowerPoint.. The word “volume” is critical because whenever a product sales start, the market is supposed to be a virgin market. Evolution of Sales Management: Evolution of Sales Management Prior to industrial revolution, not much emphasis was given on sales. If you continue browsing the site, you agree to the use of cookies on this website. Here’s a timeline of how performance management evolved over the last century. Because there are so many moving parts within an organization, the sales management process needs to be fully grasped to ensure each “aspect” of the collective sales effort is operating efficiently.. Be clear on your sales … Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. No public clipboards found for this slide. Customer Relationship Management. The point is that management has been practiced in one way or the other since civilization began. (1908 – 1914) – Rise Of Taylorism And Scientific Management Principles . It The Evolution of Sales Performance Management. Sales Management 1. Introduction Before the industrial revolution the marketing task was relatively simple because the economic scene was dominated by small scale enterprises. Sales promotion developing the sales promotion plan, No public clipboards found for this slide. The evolution of sales, stemming from the emergence of the Content Selling concept, naturally leads to evolution in sales representatives' profiles as well. An Introduction to Sales Management 1. 9. Functional Area ² Sales management represents one of the most importa nt functional areas of management. Small scale enterprises dominated the scene. Looks like you’ve clipped this slide to already. State the difference between marketing and sales management; Describe the evolution of sales department. With the beginning of industrial revolution, need to establish functional departments was identified. If you continue browsing the site, you agree to the use of cookies on this website. Evolution of Sales Management As old as human civilization Bronze age salespeople carried wooden boxes(26 inches long) containing axe, sword, buttons etc. Businesses that thrive execute one thing very well: sales management. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. See our User Agreement and Privacy Policy. Ltd. Clipping is a handy way to collect important slides you want to go back to later. 1945-The end of second world war. You can change your ad preferences anytime. The Adobe Flash plugin is needed to view this content. If you want a good exam… Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Sales Management & Business NATURE AND SCOPE Sales Management form part of Marketing Management and not the other way round. To know more about Welingkar School’s Distance Learning Program and courses offered, visit: http://www.welingkaronline.org/distance-learning/online-mba.html This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright. If you continue browsing the site, you agree to the use of cookies on this website. The art of meeting and exceeding the sales goals of an organization through effective planning, controlling, budgeting and leadership refers to sales management. Sales people were not held in high esteem by society Roman meaning of word Sales person is cheater Mercury the god of cunning and barter, was regarded as deity of merchants and traders. Volume is the first objective of sales department scene was dominated by small enterprises. 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