If your business brings in any revenue at all, a sales management strategy is an absolute must. Know your product well. The Importance of Sales in an Organization. Clipping is a handy way to collect important slides you want to go back to later. If you continue browsing the site, you agree to the use of cookies on this website. It is also important when new product to be launched and when distribution costs to be reduced. Managing Customer relations effectively needs a well-trained SalesForce, which is also known as sales force management. It includes the planning, implementation, and control of sales … Now customize the name of a clipboard to store your clips. of Management Studies,Deptt. See our User Agreement and Privacy Policy. It is a standard of behaviour that guides individual managers in their works”. Mere guess works do not help in business. Business Environment- Economics Perspective, 300310 What Makes A Great Sales Manager. 0 From Embeds. Introduction to Sales 1. Sales is a common promotional approach used by companies that market goods and services to consumers or organizational buyers. ADVERTISEMENTS: (iv) Export market. Amit Garg Assistant Professor,Assistant Professor, Deptt. These are also typically the goals and performance indicators of sales management. 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. Process of Sales Management. Top 10 Reasons Why Sales Forecasting Is Important. Besides, it was also necessary to go back and find whether consumer is getting optimum satisfaction, so that consumer remains loyal. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. Now customize the name of a clipboard to store your clips. See our Privacy Policy and User Agreement for details. 4. It is “the discipline dealing with what is good and bad, or right and wrong, or with moral duty and obligation. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. 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. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. 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. Clipping is a handy way to collect important slides you want to go back to later. Sales &Finance: the higher is the sale, more is the revenue earned by the company. This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area. 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. Sales management 1. Now customize the name of a clipboard to store your clips. 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 sergeant management style is used 18 percent of the time on average and its importance was ranked at 3.2. Importance of Sales Management Stabilizing and growing sales is essential to operating a profitable business. Why is this so? 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 SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT ... On SlideShare. Looks like you’ve clipped this slide to already. Companies tryto instill the management point of view in their executives by: 1. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. The realism that good forecasting provides can help you develop and improve your strategic plans by increasing your knowledge of the marketplace. The tone and culture of the sales teams, created by sales management, can help generate passion and boost moral among individual reps. Selling commonly includes face-to-face meetings between sales representatives and prospective buyers. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, ... No public clipboards found for this slide. Sales Planning. Data Quality. 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. Teflons Teflon managers are pleasant, agreeable, and polite people. Sending their managers to management courses and seminars. Sales management refers to the administration of the personal selling a company's product line(s). 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. You can change your ad preferences anytime. Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. Take a deep dive into the places sales reps struggle most, and get actionable takeaways to … 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 … Scribd is the world's largest social reading and publishing site. 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. of Management Studies, Malout Institute of Management & InformationMalout Institute of Management & Information Technology, Malout - 152107Technology, Malout - 152107 0 Number of Embeds. Jatin Vaid. In pursuit of this objective, it's important to set goals, monitor sales performance and trends, and identify potential obstacles to optimized profits. ADVERTISEMENTS: Meaning of Management Ethics: ‘Management Ethics’ is related to social responsiveness of a firm. Read more! My definition may seem broad, but let me expound my answer further. Importance Of Sales Management• Sales maximization• Profit maximization• Growth and development• Strong planning• Formation of organization• Advise to top management• Optimum relationship 13. Sales Management is the most crucial and determining factor in any business enterprise along with marketing. Sales managers have one of the most vital roles in any organization. See our Privacy Policy and User Agreement for details. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime. 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. 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. Putting managers through their own management development programs. The following are the other factors showing importance of the sales management: (i) Introduction of new products in the market. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms 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. Coming from a sales department myself, I believe that the main function of sales management is to produce growth and revenue. 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. SALES MANAGEMENTSALES MANAGEMENT Mr. Amit GargMr. A good manager organizes and drives their sales team towards achieving their goals of increased revenue and productivity. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Hiring graduates from the top-rated business schools. 1. In truth, there are a lot of important functions of sales management. If you continue browsing the site, you agree to the use of cookies on this website. In field sales the quality of data collected can be somewhat, debatable. Importance of Sales Management; Image Source: pixabay.com. (iii) Reducing cost of sales and distribution. Marketers must plan things well in advance for the best results. Management Need and Importance of Marketing Research! See our User Agreement and Privacy Policy. It is essential to have concrete plans. SALES MANAGEMENT PGDM 2010SALES MANAGEMENT/JAIDEV/DCSMAT . Sales management is an important part of an organizations functions. If you continue browsing the site, you agree to the use of cookies on this website. If you continue browsing the site, you agree to the use of cookies on this website. A sales manager needs to be aware of how he can manage his team. Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function. And today, sales can also … Sales forecasting is a key element in conducting your business. It is important to meet competition and to make efficient and economic distribution system to reduce costs. Sales management plays a very vital role in managing the salesforce in any organization. Encouraging their managers to read … Sales Management was originally meant for sales personnel i.e it had a narrow perspective of directing the sales personnel of an organization. 1. Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. 12. Sales Management Ppt - Free download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. Because of the … 10 Actions ... Clipping is a handy way to collect important slides you want to go back to later. Sales Management helps the organization to achieve the sales targets efficiently. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Sales Planning- Sales Planning is the first functions of sales management and it means that the role … Looks like you’ve clipped this slide to already. if you look at, the importance of sales management is rising day by the day. (ii) Increasing the production of existing products. 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. “It is the set of moral […] 1. Presented By: Without one, a sales team will most likely become dead in the water. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Presented by: Jatin Vaid Agreement for details and publishing site this slide on this website the 's. ( i ) Introduction of new products in the water factors showing importance sales! 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