Sales Management- An Intro Your job as a master sales man is to create Ambiance &Interest Where people want to buy - Jeffrey GitomerSelling Selling is more than a professionIt is a way!part of life We are all in the fiel" of sellingSelling is a necessity #ompetition ma$es selling a necessity Society has "etermine" that sales people must be offering something of %alue In fact the nature of selling has change" o%er the years &%olution-Sales function &merge" with the in"ustrial re%olution -'()* Separate "epartments began to emergeSales "epartment sol%e" mar$et e+pansion &%olution , Sales function Mass -ro"uction #ommence".ew Mar$ets to be foun" Speciali/e" 0epartments for -ersonal Selling#ompetition 1orce" itfurther-ersonal Selling -ersonal selling in%ol%es "irect communication or interaction between prospects that can lea" to sales transactions2 account "e%elopment an" customer relationship 3ypes of -ersonal selling a4 In"ustrial selling 5 6764b4 8etail selling 567#4c4 Ser%ice selling SalesmanshipIt9s a s$illIts is the art of successfully persua"ing prospects or customers to buy pro"ucts or ser%ice from which they can "eri%e suitable benefits which can enhance their satisfaction. Selling an" Mar$eting S&::I.GMA8;&3I.GNeeds of theSeller Needs of the buyerFocuses on product sales for revenue Focuses on customer needsCompany manufactures and then sells itDetermines customer needs and then delivers the product.Views business as goods producing and selling processViews business as consumer satisfying processPlanning is short term oriented Planning is long term oriented. Selling customer is the last linkarketing views customer as the very beginninglink10Sales anagement! "" definition3he planning2 "irectingan" controlling of personal selling acti%ities of a business unit2 inclu"ing recruiting2 selecting2 training2 moti%ating e