...CHAPTER 1 SALES MANAGEMENT: IT'S NATURE, REWARDS, AND RESPONSIBILITIES I. WHAT IS SALES MANAGEMENT? A. Sales management is the attainment of sales force goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources. II. THE FIVE FUNCTIONS OF SALES MANAGERS A. Planning – the conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them. B. Staffing – refers to activities undertaken to attract, develop, and maintain effective sales personnel within an organization. C. Training – the effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment. D. Leading – the ability to influence other people toward attainment of objectives. Leading means communicating goals to people throughout the sales group and infusing people with the desire to perform at a high level. E. Controlling – monitoring sales personnel's activities, determining whether the organization is on target toward its goals, and making corrections as necessary. III. SALES PERFORMANCE A. Organization – a social system that is goal directed and has a deliberated structure. B. Social – being made up of two or more people. ...
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...SPECIAL DOUBLE ISSUE: SALES >> RESEARCH REPORT BY B A R RY T R A I L E R A N D J I M D I C K I E Patterns of customer behavior have changed. Today, consumers may be well along in their buying process before you get the first whiff of a lead. Consequently, sales organizations should redesign – and in some ways reinvent – the selling process. Understanding What Your Sales Manager Is Up Against F we have conducted an annual survey of chief sales officers – the executives in charge of their companies’ selling efforts. One purpose is to understand what challenges their sales organizations are up against and how those challenges are shifting over time. The 1,275 responses to our 2006 survey indicate an acceleration of trends established over the past several years. Across industries, the selling context has changed, buyers are behaving differently, and the work required of the sales organization is becoming more difficult. Let’s start with the fact that 85% of companies report increases in their product-line breadth, product complexity, and participation in new markets. The impact on the sales organization comes in many forms. It takes longer to get a new salesperson up to full productivity: 62% of companies report a rampOR THE PAST 12 YEARS, up period of more than seven months. The percentage has risen in each of the past four years, but it made its most dramatic one-year jump from 2005 to 2006. The quotas being assigned to salespeople have also gone up substantially...
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...ROLE OF A SALES MANAGER BA032IU Sales Management Guest Speaker Report Marking sheet Group: _______________________ Date: ________________ 1. Executive Summary of the Essay a) Summary of the major content, the purpose of this essay, what this essay is about and so on 2. Discuss the Role of a Sales Manager - Where applicable, provide theories to support the evidence b) Describe the responsibilities and challenges (E.g., what should a sales manager do when sales slump or drop off? or how to handle stress situation of sales target, manage sales team diversity and so on) 3. Describe the Process of Selling and Buying of B2B or B2C from the experiences shared by the sales manager (guest speaker) and provide practical examples to illustrate, included: c) How to prospecting a customers d) How to building rapport e) Discuss critical aspects in relationship selling 4. Sales Performance and Others a) Discuss recruitment and selection b) Leadership and motivating sales forces c) Leadership and motivating sales forces d) Compensation, incentives, non-financial reward and personal satisfaction 5. Conclusion (5) a) Discuss your own point of view regarding the challenges. Group mark: _______/100% ___________________ Grade RULES OF THUMB The creativity of the report presentation, analysis and idea arrangement is highly marked The credibility of information source/reference must be guaranteed Quality not quantity! ASSIGNMENT 2 - B2B/B2C SALES CALL PRESENTATION ...
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...Paper: Sales Management Practice Timothy M. Smith Marketing 4030: Sales Management Purpose This term paper exercise is designed to have you study the specific sales practices of a company of your choice. You are to study a company directly, that is, by personally interviewing one or more key executives (for example, the regional sales manager). This will be a group project. You will select a company for your study according to several criteria: 1. Personal interest : your group finds the company intriguing 2. Convenience: a family member, friend, or a member of your group can provide access. 3. Availability of supplementary library material: Is the company one that the business press writes about? Whatever your reason, the selection of your company is up to your group. Important Concepts The following is a format for constructing and presenting your term paper on Sales Management Practice. Please remember that your own creativity and style are critical in any report. C ompany and Industry Background: Describes the context in which the sales function operates. Includes a brief company history, a description of company objectives, management philosophy, strategy, etc. You must do a library search on the industry and compan y and present an original strategy overview relevant to the sales position (in other words, identify key marketing strategies and the role of personal selling within them). Description of the Sales Manager's...
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...kind of sales manager do you think each of them is? What do you think is the level of performance of the sales force each person heads? How do you think each of them will benefit from the sales force each person heads? How do you think each of them will benefit from the sales mananagement training seminar? Jerry Kline is a kind of sales manager who aims to sell products and make sales quotas. He believes that developing long-term customer relationships and internal company support distract sales people. Thus, his sales force is not effective to make sales. He needs to work with his people in the field and helping them make sales presentations and handle customer complaints. This results deficient in time for the sales manager to do his assigned work such sales report and monitor his sales force performance. Grace Gallo is a rigorous sales manager. Same with Jerry Kline, she does not believe in long-term customer relationships. The sales force belongs to her producing favorable sales but too much enforced by her. She is more strictly with those salespeople who do not meet the sales quotas. Most of her people quit and move on. Finally, Paul Swenson is a new sales manager in the company. He wants to learn some things and successfully adapt to the inexorable technological, behavioral, and sales managerial forces. He believes that it will affect sales forces in the near future ahead. 2. If you were a top executive for a company, how would you go about selecting your new sales managers...
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...previous chapter which is chapter 15, we already discussed on the process by which we determine the number and type of sales people needed, and also how to recruit applicants. In this chapter we are in the third phase which is selection. This phase involved of developing a system of tools and procedures for matching the applicants with the predetermined requirements and actually using this system to select the salespeople. There are some major tools in the selection, they are application blanks, personal interviews, psychological tests, references and credit reports and the last tool is assessment centers. This chapter also discuss about the fourth phase of staffing process which is hiring and also the final phase, which is assimilating new hires into the company. The figure below shows the tools on selecting salespeople. In this chapter, the processing applicants are a key activity in implementing a company’s strategy planning. When using the any of the selecting tools, manager has to make certain that it is complying with all pertinent laws and regulatory guidelines. The application blank and the personal interview are the two most widely used selection tools. A short application blank may be used as an initial screening device. A longer application blank is a primary source of personal history information that can be used in hiring and in other phases of sales operations. An application blank is an excellent tool for getting information in three major categories of job qualifications...
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...to your mind when you say territory management? Why do you think sales territory management is important? What is your sales territory design? How it is spread against Pakistan? Into how many regions and areas? What problems do you face while dealing with territories? What routing do u use in your organization? Straight line, Clover leaf, hop scotch? How important is scheduling in your organziaton? How does it lead to successful execution? Can u Plz access time utilisation in your organziaton? (which one is most imp- assign percentages, face to face or travel or phone selling or internal meeting or account service coordination? How are the activities divided by? Which ones do you think are productive and which ones are unproductive? Roti= gp from sales/cost of time invested? How important are time management skills? How often are they used? Who designs them? (planning or discipline or organization) Challenges of sales force? How can it be improved? Guidelines for sales automation? How many territories are divided to each sales person? How do GSK Design their sales territories? What are the bases for its design? If for e.g. you have set certain objectives to set to be achieved in a certain time frame which you are not able to do so what strategies would you use? Who are GSK’s potential customers? What happens if insufficient territories are formed? On what basis are territories assigned to sales rep? (geography, market potential, servicing...
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...‘ Sales controls : Objectives, process & difficulties * To ensure the achievement of sales and profit objectives * sales people sometimes pay inadequate attention as they are caught up in the maze of everyday activities - many related to individual sales personnel & customer problems – they neglect long term perspectives * To find out strengths and weaknesses, opportunities and threats to the organization. * To locate the defects and take corrective steps to improve the situation * by coordinating and controlling effectively various sales operations * Control process : Sales Audit, Sales Analysis & Cost analysis What is a sales control & cost analysis ? Sales control and cost analysis is the function of the sales management of the company to ensure the achievement of sales and profit objectives by coordinating and controlling effectively various sales operations. The sales control and cost analysis tools are : * Sales audit * Sales analysis & * Cost analysis These tools provide means to a sales management to find out strengths and weaknesses, opportunities and threats to the organization. By using the above different tools of control, the management can locate the defects and take corrective steps to remove the shortcomings and improve the situation and tone up the functioning of his department. Sales audit Sales audit is defined as * “ a systematic, critical and unbiased review and appraisal...
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...Sales Management Question 1. A leading University in Kenya is planning to recruits two sales people to contribute in their growth plan. They have approached you as a marketing expert regarding the qualities of sales people should hire. What would be your advice? A salesperson should possess several qualities that would enable him/her to perform the outlined tasks effectively. A person may make a good salesman in one line of business and may fail in another. Therefore, as a marketing expert, I would advise the University to consider both the physical and mental attributes of the available candidates. a) Physical attributes: A successful salesperson must have sound health and pleasing personality. A growth plan in the University is arduous and requires sharpness in handling the associated responsibilities. He/she should have capacity for hardwork, stamina and sufficient tolerance. A good personality consists of several attributes namely; neat appearance, refined tastes, good habits, clear voice and a confident demeanour. Only a well-groomed and cheerful candidate can create a good impression on the clients. The recruiting panel should be keen to look out for: Personality: Personality is a composite of various characters of a person-personal appearance, habits, manners, way of dressing, posture and voice. They should be good listeners who appreciate constructive criticism. A good personality will ensure that there are minimal deviations from the growth plan due to challenges...
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...installed browser lockdown. This is a timed quiz with 45 minutes to complete. Chapter 2: * Types of sales jobs * Salespeople who focus on gaining new customers called hunters or pioneers. * Order-takers this category of salespeople try to increase sales as they build customer share * The sales effort by providing information and performing other supplemental services called Missionary sales people * Merchandiser * Personal selling approaches * Stimulus response: stimulus response selling is the least flexible and least focused on the buyer’s unique needs and strategic priorities. * Mental states: Mental states selling is essentially a sequential approach to selling in which the salesperson leads the customer through stages, or mental states, in the buying process. * Problem solving: Problem-solving selling extends need satisfaction selling beyond identifying needs to developing alternative solutions for satisfying these needs. * Need satisfaction: Salespeople using this method help customers identify their needs if customers are not already aware of their needs, and then sell customers products and services to meet the needs. * Consultative selling: Consultative selling is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization. . * Trust-based relationship selling process * Seeks to initiate, develop, and...
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...KINNAIRD COLLEGE FOR WOMEN SALES MANAGEMENT AND ADVERTISING SEMESTER-5 OTHER-ASSIGNMENT Read the following case study and answer the questions that follow: Sue Wilson, purchasing manager for the Humboldt, Tennessee, plant of National Agri-Products Company, is back in her office reviewing her notes from a meeting she just finished with Tom Roberts, Vicki Sievers, and Greg Runyon. Tom is the plant manager of the Humboldt plant, Vicki is the plant engineer, and Greg the production manager. The four met for the last hour to discuss the equipment National needs to buy to complete expansion of the Humboldt plant. National Agri-Products Company produces various agricultural products at its four manufacturing locations throughout the Midwest. The Humboldt plant was built seven years ago to produce cornstarch and dextrose for use as food ingredients. Five and a half years after the plant was completed, top management decided to expand it to produce corn syrup, which is an ingredient in soft drinks, candy, and various baked goods. Humboldt will be the second National Agri-Products Company plant with the capability to produce corn syrup. As Sue reviews her notes, she notices that Tom, Vicki, and Greg have various requirements for the equipment that would be needed to produce the corn syrup. During the meeting, Tom said it was very important to "get everything right" in completing this project. The company already had invested a lot of money in the expansion, and Tom didn't want...
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...In the 1970s, most companies concentrated on using personal selling techniques. This technique of using person to person communicating selling has not changed, even in large companies of the 21st century. This paper discusses the reasons how personal selling has helped in relation to the company and their communications with their customers, and why it is still important when technology is seemingly replacing people. Personal selling is two way communications between company and customer, a salesperson can effectively provide the customer with the product's information, where he/she can assess the feedback to adjust product's information (Hair et al. 2009). In this situation, the consumer can be provided with the knowledge of the facts about the products they are interested in. This is also very important in helping the company to build good relationships with consumers. If a salesperson can build up a relationship, he/she will have more clients and this can lead to superior long-term performance through better customer retention. In addition, personal selling also can be an important source of marketing information. Salespeople may learn about competitors' products or about emerging customer needs when they communicate with customer. It may lead to the development of a new product (Boles et al. 1996). The interactive nature of personal selling also makes it more effective to promote the particular product (Boles et al. 1996). For example, an encyclopedia is a particular...
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...Cadbury Dairy Milk Chocolate Cadbury Dairy Milk chocolate is one of the major success stories of the Cadbury business and one of the world's most famous chocolate brands. The new milk chocolate was introduced to the British market in 1905 and, with its unique flavour and texture, quickly became the market leader. Milk chocolate was first made by Cadbury in 1897 by blending milk powder with the basic chocolate ingredients of cocoa butter, cocoa mass and sugar. . Launched in 1905, Cadbury proudly boasted that its new milk chocolate was not only "as good as," but better than the European milk chocolate. With its now-famous glass and a half of full-cream milk in every 200gms, it contained far more milk than any previously known chocolate. The special flavours produced when fresh milk, cocoa mass and sugar are cooked together in the first stages of the chocolate crumb making process give Cadbury Dairy Milk its unique taste. Cadbury Dairy Milk blocks comes in a range of sizes suitable for all ages and occasions - from a quick snack, a self-indulgent treat, something to share with family or friends or a gift. Cadbury Dairy Milk is sold with a similar design worldwide - the centerpiece of all packaging is the iconic "glass and a half " image showing the famous glass and a half of pure full cream milk flowing into a delicious chunk of Cadbury Dairy Milk chocolate. Consumer Needs it Fills Basically Cadbury chocolates are tasty, satisfactorily and sometimes healthy. One...
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...To me team sales approach is really important for any kind of business. It can show the business a different way and can make the business a success. In this case, Roger Owens hired the Royal Group as a sales team for the betterment or the development of his new project “Lake Oconee Plantation” . This sales team consisted of Dan cross (owner of the Royal Group) , Sara (Dan’s wife) ,Jim Thompson, and Kimberly Southworth. Each and every member of this team played an vital role in the success of Roger’s business. Dan and sara was in the field team who spent most of their times with their customers. Dan was mainly the deal maker. On the other side Kim and jim worked back in the office. jim worked in the creative sector including the development of the website, designs, and print production. And kim was basically the traffic controller or in other word she was in service sector. They worked in different four sectors to bring different angle in the business. I think, in other sales organizations, this idea can also work out. By focusing in these four sectors one business can easily improve their sales. Let’s take an example of our telecommunication companies. Their target is to establish their network within the whole country and for this reason they have to focus on their sales. Suppose , they have hired a new sales team and one effective member is working with the customers face to face , one is improving the website to let the customer know better about their product , another...
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...television, listen to satellite radio and they can also purchase 20th Century Fox inflight movies. It was the first airline to deploy the new Embraer 190 regional jet and the first to offer free live television. Empathy: JetBlue has won dozens of top awards for its performance and the second-lowest rate of customer complaints among the 10 largest U.S. airlines. Also, as previously mentioned Neelman was very involved with his employees and his customers asking them about their experiences, Responsiveness: After the company’s big loss of $20 million in the end 2005, Neeleman and Barger discussed a plan for recovery, which was very effective since their revenues rose 39 percent in 2006, to $2.36 billion. 2. What mistakes did JetBlue management make during the icestorm?...
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