Module One
The Changing World
of Sales Management
Sales Management Model
Describing
the
Personal
Selling
Function
Defining the
Strategic Role
of the Sales
Function
Sales Management:
Analysis and Decision Making
Developing
the Sales
Force
Directing
the Sales
Force
Module 1:
The Changing World of Sales Management
Determining
Sales Force
Effectiveness
and
Performance
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Management Trends
Transactions
Relationships
Individuals
Teams
Sales Volume
Sales Productivity
Management
Leadership
Local
Global
Sales Management:
Analysis and Decision Making
Module 1:
The Changing World of Sales Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Teamwork Approaches
Core Selling Team
Relatively permanent,
customer-focused group
Membership determined
by job assignment to a
specific buying organization
One team per buying unit
Sales Management:
Analysis and Decision Making
Selling Team
Relatively temporary,
transaction-focused group
Membership determined
by involvement in particular
sales transaction
One selling center
per sales opportunity
Module 1:
The Changing World of Sales Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Teamwork Approaches
Core Selling Team
Selling Team
Membership
relatively stable
Membership very
fluid
Characteristics of team
depend on characteristics of
buying organization
Mission is strategic with
respect to the buying
organization
Sales Management:
Analysis and Decision Making
Characteristics of team
depend on characteristics of
sales opportunity
Mission is tactical with
respect to the sales
opportunity
Module 1:
The Changing World of Sales Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Leadership Trends
Yesterday
Today
Natural resources
defined power
Knowledge is
power
Leaders commanded
and controlled
Leaders empower
and coach
Leaders
were warriors
Leaders
are facilitators
Managers
directed
Managers
delegate
Sales Management:
Analysis and Decision Making
Module 1:
The Changing World of Sales Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Effective Sales Managers:
1. Utilize a Strategic Perspective
Focused on Customers
2. Attract, Keep, and Develop Sales
Talent
3. Leverage Technology
Sales Management:
Analysis and Decision Making
Module 1:
The Changing World of Sales Management
Ingram
LaForge Avila
Schwepker Jr. Williams