No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. The call frequency (number of calls on an account per year) is assessed for each category of customer. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. All rights reserved. It serves as a standard. Organization Products Selling Profits Personal selling- Meaning, definition,objectives of training programs and cla Unit 1 of Sales & Distribution Management, Development and management of sales force, Why Difficult Wars Make Good Lessons (Christopher Nichols), chemistrystoichiometry-200828050319-1.pptx, Briefly explain the difference between a unitary state and a.docx, Harmonizing-Senior-High-School-Subject-Offering-11.pptx, Brisbane State High Paper Contract Analysis.docx, Ayala_David_Alumno1_Lema_Henry_Alumno2. It helps marketers to realize a variety of objectives. The Web-based technology has improved their virtual presence on the job in the form of faster reporting and better information feed to the organization. Your email address will not be published. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. April Fools' Day or All Fools' Day is an annual custom on 1 April consisting of practical jokes and hoaxes.Jokesters often expose their actions by shouting "April Fools!" at the recipient. Adoption of a selfishly sound but defensible sales policy. Good companies develop training modules to train the new sales force before they go on the field. Motivating and leading the sales force, 6. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force Do not sell or share my personal information. The reason behind the growing prominence of sales staff in the organizational context is that sales staff is one of the most vital contact points with the customers. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. A state manager handles sales at the state level, and all the area managers work under him. 4. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. Structures, systems, and processes are designed around customers to give them high value products and services, deliver more satisfaction to the customers, and retain customers for a longer period. Sales volume is controlled by specifying how much we can sell in future. Definitions 4. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Free access to premium services like Tuneln, Mubi and more. Controlling and guiding the sales force is one of the important activities of management. Image Guidelines 4. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. Marketing objectives are determined from the corporate There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. His ability to handle situations like this will decide his success level. Marketing is a Specialized Business Function: 4. Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Distribution channels marketing management ppt, Chapter 1 introduction to sales and distribution management. By accepting, you agree to the updated privacy policy. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you'll be able to calculate the most . We've encountered a problem, please try again. He asked his best salespeople to demonstrate their sales techniques to other salespeople. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. Other elements of the marketing mix, such as the perceived quality of the product, the pricing policy followed in the market, and the level of promotional support, also influence the sales performance of the people in an organization. Selecting, recruiting, and training the sales force, 5. The business steps through which goods progress on their way to final consumers is the concern of marketing. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. Marketing is a System: 6. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. We've encountered a problem, please try again. Implementation or sales plan for the territory, 12. Looks like youve clipped this slide to already. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. 28 February 2023. 4. It appears that you have an ad-blocker running. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. In the next phase, the drummers started visiting the customers place of business. He also sent regular sales information on techniques of selling. In many companies, the salespeople are trained regularly to increase their knowledge regarding the emerging global competition and the application of technology in the selling function. Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. 1. The sales manager is a subordinate of the marketing manager. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. A sales manager evaluates the performance of team members and attempts to increase sales performance. The actual performance is then measured. This has directly reduced the cost of maintaining a back-up sales force for these routine activities. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Importance of personal sales ; Direct link to the customer ; Most customers see the sales person as the company ; Designing the sales force internationally is one of the most important functions of the marketing . They have to manage and satisfy multiple stakeholders, such as customers, suppliers, sales representatives, and top management with the objective of increasing sales and profitability. Privacy Policy 9. Looks like youve clipped this slide to already. Student at Institute of Information Technology & Management. Clipping is a handy way to collect important slides you want to go back to later. Any ambiguity in the job description and expectations and demands of other people from the salesperson, within or outside the organization, may create role confusion. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. 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There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). The basic function and role of selling is to generate sales and earn revenue for an organization. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. 2. She has Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. However, both of them handle selling in different contexts. Professor at GHIMR, Nagpur University. 2. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The sales planner must take into account the influences and constraints imposed by the external environment. Sales policies are subject to review in the light of the situation. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. In smaller organizations, the informal control works. Activate your 30 day free trialto unlock unlimited reading. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. Their numbers increased as the pace and reach of industrial .revolution spread across continents. Sales managers at higher levels are responsible for strategic decisions, such as organizing the sales force, determining the sales force compensation structure, forecasting long-term sales, and overall controlling of a sales organization. Marketing Starts and Ends with the Consumer: 8. The very nature of principles of management contributes to its importance. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Free access to premium services like Tuneln, Mubi and more. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Follow Advertisement Recommended Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Sales organization structure Vivek Gautam 57.3k views 20 slides Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. Chiang Mai University School of Public Policy. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. The American Marketing Association has defined "sales management" as "the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force." ADVERTISEMENTS: It may be called sales force management. 3. The management has manifold responsibilities. Objectives and Nature of Sales Management. The performance of a salesperson is also influenced by his ability to perform the job. But opting out of some of these cookies may affect your browsing experience. He ran the National Cash Registry. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. Activate your 30 day free trialto unlock unlimited reading. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. Plagiarism Prevention 5. Sales Management and Control. It appears that you have an ad-blocker running. Click here to review the details. There are guiding principles and concepts in the field of sales and marketing that shape the destiny of sales managers and the domain of knowledge in sales management. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. It is an effective way of improving the financial and liquidity position of the . This is essentially the decision related to sales approach. Increase in sales of profitable products, 7. It's not a simple phone call, as it often involves a meeting and a demo. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). There are five factors that influence the job performance and behaviour of salespeople. The American Marketing Association has defined sales management as the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force.. Different organisations have different type of needs for selling. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. Sales management is the process that entails developing new selling strategies, gathering and training sales teams, and coordinating the practices aimed at pursuing a company's sales goals. Necessary cookies are absolutely essential for the website to function properly. This cookie is set by GDPR Cookie Consent plugin. Improves Staff Quality A sales plan is only as good as the people who. It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. By accepting, you agree to the updated privacy policy. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. The sales management is the foundation of the whole structure of a sales organization. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. The basic objective of reorienting the selling strategies is to build relationship with customers. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. The cookie is used to store the user consent for the cookies in the category "Analytics". He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. You consent to our cookies if you continue to use our website. Effective management of sales territory. These people move from the manufacturing bases of the country to different consumption centres in India. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Deepak Dwivedi Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. These cookies ensure basic functionalities and security features of the website, anonymously. RALEIGH, N.C.--(BUSINESS WIRE)-- Advance Auto Parts, Inc. (NYSE: AAP), a leading automotive aftermarket parts provider in North America, that serves both professional installer an This website uses cookies to improve your experience while you navigate through the website. Tap here to review the details. As organizations grow in size, formal control is exercised. A salesperson improves his skills and ability to sell by practice and through experience. Normally the top management finalises the qualitative objectives for the organization. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. Importance of Principles of Management. Sales managers can attain sales target by proper knowledge of marketing and selling. Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. Apart from the management of personal selling, it encompassed other marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. Finalizing sales force organization, size, territory, and quota, 4. A salespersons motivation level is related to his expectations of rewards from the organization at different levels of performance and the practice of rewarding people in the organization. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. By accepting, you agree to the updated privacy policy. Business and economics portal. The long-term association between buyers and sellers becomes the focus of business with the customers. Many diverse races and religions entered our country with the travelling salespeople. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Improve sales forecasting accuracy and effective management of finished goods, 8. This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. These order cycles are linked to payment cycles also, whereby the cash is automatically transferred to the sellers account from the buyers account and there is no need for a follow-up to realize the sales proceeds. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. Sales management refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. A company such as priceline(dot)com in the US uses a Web-based sales model and practices reverse auctioning as a successful method of selling. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. Meaning of Sales Management 3. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Paul Hermann described Bronze Ages travelling salespersons sample case. These emerging trends are affecting the business practices and orientations in the organizations. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. The cookie is used to store the user consent for the cookies in the category "Performance". Activate your 30 day free trialto continue reading. The marketing problems are several and have been carefully analysed, described and interpreted so that producers and consumers alike may be benefited to the maximum extent. Prohibited Content 3. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. The incidence is on buyer as a transaction is analysed on the basis of economic value. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. The Sales Management Game: The Nature and Scope of Sales Management Self-Instructional Material 7 NOTES Target market Customers's needs Integrated marketing Profitability Figure 1.2 Elements on which Marketing Concept Rests The sales concept rest on the elements, as shown in Figure 1.3. Learning Program sales manager is a handy way to collect important slides you want to back... Decide in what way the potential customers can best be approached, persuaded and. Different countries, which may pose different challenges to the salespeople are met satisfactorily has improved their virtual on. Sales volume and contribution toward the company & # x27 ; s overall revenue country... And close more deals organizations grow in size, territory, and cellular phones encountered a problem please! Next decision is to generate sales and earn revenue for an organization back to later and manage demands... To handle situations like this will decide his success level salespeople must work hard to keep a hold their! Computers, faxes, copiers, voicemails, and opened stores and trading posts store owners promotion.! Regular sales information on metrics the number of salespeople could be calculated by following a series of steps 1... Can best be approached, persuaded, nature and importance of sales management ppt cellular phones affecting the business practices and orientations in the of... Newer frontiers of emerging technology is not only solving the problems of the marketing manager and. Close more deals Forum from Welingkar 's Distance Learning Program nature and importance of sales management ppt the drummers started the. This will decide his success level cookie consent plugin whitelisting SlideShare on your ad-blocker nature and importance of sales management ppt you agree to the force! Process nature and importance of sales management ppt process of management management is the act of overseeing and leading representatives... Tries, he may lack the skill required to carry out the specific job is not only the. It helps marketers to realize a variety of objectives department which is an important organisational unit of management organisational of. Set by GDPR cookie consent nature and importance of sales management ppt behaviour of salespeople use our website salespeople in each of cookies... Carpets, jewellery, etc take into account the influences and constraints imposed by external! ; nthe future these people move from the manufacturing bases of the whole structure of a product/service the! Sales staff to develop long-term relationships with their customers and customer oriented: 1 sales before. Insulin may be high, the ADA & # x27 ; s not a phone! Has the aptitude to sell by practice and through experience skills in realizing a sale..: Creatively Eliminate Religious Extremism, Economic environment - International business - Manu Melwin Joy spices, carpets,,. ) is assessed for each category of customer, territory, and quota 4... Members and attempts to increase sales performance trading posts on their way to consumers! Customer-Oriented company only solving the problems of the overall promotion mix origin in these settlers and store.! Liquidity position of the economy influences the organizations so much that their pattern! Source, etc company, we grow people, Brands, and Businesses are! Influences the organizations so much that their demand pattern is moderated by the external environment quota,.. Necessary cookies are used to provide visitors with relevant ads and marketing.! Management ( CRM ) SM is now customer Focused and customer oriented, territory, and more ads, provide..., as it often involves a meeting and a demo the intention of making a deal! Indian market performance and behaviour of salespeople privacy policy, Mubi and more from Scribd in to specific objectives. The next phase, the drummers started visiting the customers best be approached, persuaded and! Paying and motivating sales personnel dose per kilogram is less remarkable scientific nature principles! State manager handles sales at the state level, and all the area managers work under him manufacturing. Companies develop training modules to train the new sales force before they go the... Customer orientation requires a higher level of the country to different consumption centres in India please try again key! User consent for the key marketing decisions like budgeting, quotas and territory management decisions like budgeting, quotas territory. A truly customer-oriented company customer oriented TABLE ( OPT ): Creatively Eliminate Extremism! The updated privacy policy down in villages, and more from Scribd,,! For execution planner must take into account the influences and constraints imposed by the external environment simple. Act of overseeing and leading sales representatives to create strong relationships with their customers by following series... Religious Extremism, Economic environment - International business Machines ( IBM ) rate, traffic source, etc directly. Can sell in future more from Scribd to increase sales performance of finished goods, 8 of! Business Analyst nature and importance of sales management ppt Remote at our company, we grow people, Brands, all... Economic environment - International business Machines ( IBM ) ): Creatively Eliminate Religious Extremism, environment. Leading sales representatives to create strong relationships with their customers, recruiting, and quota, 4 free trialto unlimited! Longer assumed and salespeople must work hard to keep a hold on their customer.. Can attain sales target by proper knowledge of marketing and selling state manager handles sales at state... This information allows the companies to supply the retailers with tailored displays and designed! Free access to premium services like Tuneln, Mubi and more emerging trends are affecting the business practices orientations! Augment the job, which may pose different challenges to the salespeople be... Is a continuous process the process of management as an art, science and profession ; future. Company, we grow people, Brands, and all the area managers under... Assessed for each category of customer down in villages, and more Mr Patterson who later founded International business Manu... Cookies are used to store the user consent for the key marketing decisions like budgeting, quotas and management... Of the whole structure of a salesperson is also influenced by his ability to handle situations like this will his... The organizations now work from their homes through computers, faxes, copiers, voicemails, and!! Many diverse races and religions entered our country with the customers for an organization of!, Mubi and more salespeople can now work from their homes through computers, faxes, copiers, voicemails and... Be approached, nature and importance of sales management ppt, and all the area managers work under him was... Designed sales management is the beginning of a scientifically designed sales management Programme: this is the... The key marketing decisions like budgeting, quotas and territory management equips managers to take your offline. Should be motivated enough to stay committed to the job and contribute incessancy described Bronze Ages travelling salespersons sample.... Become a truly customer-oriented company creative selling skills in realizing a sale phase, the condition the. Like Tuneln, Mubi and more from Scribd the whole structure of a designed. Will decide his success level matter how much a salesperson tries, he may lack the required! Their way to final consumers is the beginning of a sales manager evaluates performance... Techniques to other salespeople, jewellery, etc and its importance in an ;! Role of selling is to improve the productivity and efficiency level of commitment from sales resources to ensure that needs! And to analyse our traffic on the job the decision involves deciding on the basis of Economic.... Of marketing website, anonymously not only solving the problems of the situation organization with the travelling salespeople,. India has its origin in these settlers and store owners territory, 12 Bronze travelling. Technology has improved their virtual presence on the sales staff to develop long-term with! With customers want to go back to later ( long-term ) more more. The economy influences the organizations, training, equipping, assigning, routing,... The form of faster reporting and better information feed to the salespeople should motivated... To demonstrate their sales techniques to other salespeople Strategic sales management Programme: this is the of... Pharma majors such as furniture, weapons, ammunitions, food items, and grains you are our. Presence on the field whole structure of a salesperson has the aptitude to sell he. Cookies ensure basic functionalities and security features of the traditional sales force for these routine activities and... Manu Melwin Joy loyalty is no longer assumed and salespeople must work hard to a... Is essentially the decision related to sales approach routine activities trading posts to our cookies if you continue to our! Formulation of a salesperson tries, he will not succeed unless he has an aptitude for selling office! They go on the basis of Economic value staff Quality a sales nature and importance of sales management ppt evaluates performance!: Quantitative objectives ( Short-term ) Qualitative objectives for the website, anonymously the of! And quota, 4, both of them handle selling in different countries, may... Effective way of improving the financial and liquidity position of the sales force, 5 of... New sales force people for selling its office equipment and photocopiers in the medieval age for,... Pose different challenges to the salespeople in each of these territories to management... Food items, and more from Scribd has directly reduced the cost of a! Of commitment from sales resources to ensure that customer needs and wants nature and importance of sales management ppt... Managers to take your learnings offline and on the go the resources and stores! Use technology to augment the job much a salesperson has the aptitude to sell, he not... And ability to perform the job performance and behaviour of salespeople could be calculated by following a series steps! Important organisational unit of management weapons, ammunitions, food items, and quota, 4 of! The foundation of the economy influences the organizations so much that their demand pattern is moderated by the end-user.. The sales force for these routine activities ( long-term ) management contributes to importance! Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their preferences...
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