Sales Management
Introduction
• Marketing 3345
• Charles A. Besio, Jr.
• Fall 2012
Sales Management
• The Marketing Mix:
• Product/Services
• Pricing
• Distribution
• Promotion
Sales Management
• Promotion
• Advertising
• Public Relations
• Sales Promotion
• Direct Marketing
• Personal Selling
Sales Management
• Personal Selling - Definition
– Direct communications between paid
representatives and prospects that lead to
purchase orders, customer satisfaction and
postsale service.
•
Sales Management - Definition
– The planning, implementing and control
of personal contact programs designed to
achieve the sales and profits of the firm.
Sales Management
• Sales Goals and Structure
– Managers Need Good Data
• What Existing Clients Are Likely to Purchase
• Where in the Territories They are Located
– Sales Organizations Need Structure
• How Many Levels of Management
• Span of Control
Sales Management
• Building a Sales Program
– Hiring
• Sources of Recruiting
• Careful Screening
– Training
• Company’s Products/Services
• Company Operating Procedures
• Selling Skills
– Assigning Territories
• Optimize Effectiveness and Customer Service
• Minimize Costs
Sales Management
• Managing The Sales Force
– Leadership
• Guide by Example
• Develop Rapport
– Motivation
• Incentive Programs
• Recognition
Sales Management
• Managing The Sales Force
– Compensation
• Money is a Prime Motivator for Sales People
– Mix of Salary, Bonuses, Commissions, Expenses and
Benefits
– Evaluation
• Sales Data
– Quantity Sold
– Mix of Products
• Costs
• Impact on Profits
Sales Management
• Total Quality Management
– W. Edwards Deming, Joseph Juran, Kaoru
Ishikawa - Fathers of TQM
– The Philosophy
• Foster Continuous Improvement
• Do It Right The First Time
• Workers closest to the process usually have the
best suggestions for improvement - involve them
Sales Management
• The Field Sales Manager
– Job Skills
• Organizational Skills
• Leadership
– Time Allocations
•
•
•
•
•
Selling
Administration
Account Service/Coordination
Travel/Waiting
Internal Meeting
Sales Management
• The Field Sales Manager
– Administration
•
•
•
•
Management of Sales Office
Training
Budgeting, Expense Control
Compensation Plans
Sales Management
• The Field Sales Manager
– Account Service Coordination
• Internal Coordination of Customers’ Needs
–
–
–
–
Orders are processed
Goods & Services are Provided with Quality
Credit Arrangements Completed
Postsales Customer Satisfaction
– Travel
– Meetings
Sales Management
• Career Path
–
–
–
–
–
–
–
–
–
Level One
Level Two
Level Three
Level Four
Level Five
Level Six
Level Seven
Level Eight
Level Nine
Sales Trainee
Salesperson
Key Account Salesperson
District Sales Manager
Regional Sales Manager
Zone Sales Manager
National Sales Manager
V.P. of Marketing
President