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Saturday, February 25, 2012

PowerPoint Presentation On Introduction to Sales and Distribution Management

PPT On Introduction to Sales and Distribution Management


Presentation Transcript:
1. Introduction to Sales and Distribution Management

2. Learning Objectives
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management

3. Evolution, Nature and Importance of Sales Management
Evolution of Sales Management
Situation before industrial revolution in U.K. (1760AD)
Situation after industrial revolutions in U.K., and U.S.A.
Marketing function splits into sales and other functions like market research, advertising, physical distribution

4. What is Sales Management?
One definition: “The management of the personal selling part of a company’s marketing function.”
Another definition: “The process of planning, directing, and controlling of personal selling, including recruiting, selecting, equipping, assigning, supervising, paying, and motivating the personal sales force.

5. Importance of Personal Selling and Sales Management
The only function / department in a company that generates revenue / income
The financial results of a firm depend on the performance of the sales department / management
Many salespeople are among the best paid people in business
It is one of the fastest and surest routes to the top management

6. Roles and Skills of a Modern Sales Manager
Some of the important roles of the modern sales manager are:
A member of the strategic management team
A member of the corporate team to achieve objectives
A team leader, working with salespeople
Managing multiple sales / marketing channels
Using latest technologies (like CRM) to build superior buyer-seller relationships
Continually updating information on changes in marketing environment

7. Skills of a Successful Sales Manager
People skills include abilities to motivate, lead, communicate, coordinate, team-oriented relationship, and mentoring
Managing skills consist of planning, organizing, controlling and decision making
Technical skills include training, selling, negotiating, problem-solving, and use of computers

8. Emerging Trends in Sales Management
Global perspective
Revolution in technology
Customer relationship management (CRM)
Salesforce diversity
Team selling approach
Managing multi-channels
Ethical and social issues
Sales professionalism

9. For more info please refer our PPT

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