Meaning of Sales Management and

Sales Organization

Presented By:Anubhav Sharma (07-MBA-2008)Anuj Gupta (08-MBA-2008)

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 the sales force.

Sales Management

Sales Management

Traditional Modern

Standard product

Sales Function performed by sales person

Seller has product knowledge

Value is represented and judged acc. to Selling Price

Benefits of supply extends to products and services only

Strategic emphasis is on new business growth

Customized, flexible, tailored product and service

Sales Function Performed By Strategic business manager

Seller has strategic knowledge of customer’s market place

Value is judged acc. to cost to customer

Benefits extend to relationship continuity

Strategic emphasis is on customer retention

Challenges to Sales Management

CompetitionGlobalizationShorter Product CyclesBoundary less Global Markets

CustomersIncreasing Buying SkillsRising Expectations

Objectives

Sales VolumeContribution to ProfitContinued Growth

Sales Management Process

Goal SettingPlanning, Budgeting and OrganizingImplementing

RecruitingTrainingCompensation

Designing Territories and Allocating Sales Efforts

Controlling and Evaluating

Sales Organization

is the Planning, Directing and Coordinating the activities of sales force for increasing the organizational efficiency

Sales Organization

Characteristics of Sales Organization

Sales Organization is a part of total enterpriseIt works for attainment of common selling objectives like

maximizing sales volume, profits, increasing market share.It consists of people engaged in selling activities like

distribution, sales promotion, personal selling and Advertising etc.

It defines the duties, responsibilities and rights of people engaged in selling activities and coordinate their activities.

The success of sales organization depends on the unified and coordinated efforts of sales personnel.

It Coordinated selling activities with other functional activities of management, production, finance, personnel etc.

Purpose

Development of Specialists

Optimum use of Executive Time

To Define and Delegate Authority

Types of Sales Organization

Functional Sales OrganizationLine and Staff Sales OrganizationGeographical Sales OrganizationSales Organization with Product-Specialized

Sales ForceSales Organization Specialized by type of

customerTypical Matrix organization

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