CHAPTER ONE
Introduction to Selling and
Sales Management
WHAT IS SALES
MANAGEMENT?
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...the management of the
corporation’s personal selling
function
THE SALES MANAGER
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Prepares budgets
Sets goals and objectives
Estimates demand and sales
Determines sales force size and structure
Recruits, selects and trains
Designs territories/setting quotas
Compensates, motivates and leads
Evaluates performance
Sells!!
THE STAGES OF SALES
MANAGEMENT
Understanding the personal selling
function and its role in the firm
 Designing the sales organization
 Developing the sales force
 Directing the sales force
 Determining sales force
effectiveness and performance
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THE SALES MANAGER
Plans
 Leads
 Controls
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WHAT IS SALES
MANAGEMENT?
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“The planning, implementing, and
control of personal contact programs
designed to achieve the sales and
profit objectives of the firm.” (Text,
page 8)
THE CHALLENGE OF
SALES MANAGEMENT
?
THE CHALLENGE OF
SALES MANAGEMENT
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Utilization of different sales channels
Globalization of business
Emphasis on ethics
Longer selling cycles/More decision
makers
Partnerships
Custom-made business solutions
Emphasis on quality
GLOBAL ISSUES
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Suppliers, competitors, and
customers are located around the
world!
ETHICAL ISSUES
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Ethical considerations should be
integrated into decisions and not
considered after decisions have been
made.
SELLING CYCLES / MORE
DECISION MAKERS
Decisions are made not just for
today!
 Involvement of many (Buying teams)
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PARTNERSHIPS
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Companies are looking for long term
relationships with their vendors
CUSTOM MADE
SOLUTIONS
Buyers do not want “pat” solutions
to their problems
 Sales people must be armed with upto-date information
 Sales people must be charged with
responsibility and authority.
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EMPHASIS ON QUALITY
Total Quality Management (TQM)
 Sales is a vital link in this process
 Tenets of TQM
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Making continuous improvements
Having zero defects
Doing it right the first time
Employee involvement
THE LIFE OF THE SALES
MANAGER
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Travel
Paperwork
Meetings
People
Sales
Selecting Employees
Fire Fighting
Market Exposure
Managing
SALES MANAGEMENT
SKILLS
Leadership Skills
 Communication Ability
 Ability to “See the Big Picture”
 Ability to Manage Himself/Herself
 A high level of Ethical and Social
Responsibility
 Empathy and Enthusiasm
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SALES CHANNELS
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Personal Selling
• Field Selling
• Major Account Selling
• Network Selling
Telemarketing
 Internet
 Others….
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FROM THE TEXT...
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Read pages 4 to 24