sales management
DESCRIPTION
Sales Management. Introduction to Sales Management – Topic 2. Why Personal Selling is Important. Most Persuasive Most Expensive 10% of All Jobs Comparison (notes). What is Sales Management?. Definition What do they Do?. Why is this job challenging?. Financial Performance - PowerPoint PPT PresentationTRANSCRIPT
![Page 1: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/1.jpg)
Sales Management
Introduction to Sales Management – Topic 2
![Page 2: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/2.jpg)
Why Personal Selling is Important
• Most Persuasive• Most Expensive• 10% of All Jobs• Comparison (notes)
![Page 3: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/3.jpg)
What is Sales Management?
• Definition• What do they Do?
![Page 4: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/4.jpg)
Why is this job challenging?
• Financial Performance• Where the Rubber Meets the Road
![Page 5: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/5.jpg)
Managing Salespeople is Tough
• Free Spirits• Best Salespeople are Very Important to the
Firm• Develop New Business??• Pay – for – Performance• Leadership is Essential
![Page 6: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/6.jpg)
Managing Within the Company?
• Production• Supply Chain• Finance• Represent Customers
![Page 7: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/7.jpg)
Who are Sales Managers?
![Page 8: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/8.jpg)
What do they Do?
• Selling – 29%• Admin – 25%• Service Coordination – 17%• Travel – 15%• Meetings – 14%
![Page 9: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/9.jpg)
Macro Challenges
• Globalization• Short Product Cycles• Fewer Suppliers• Retailer Power• Relationship Selling
![Page 10: Sales Management](https://reader036.vdocuments.site/reader036/viewer/2022072014/56812cd3550346895d918f65/html5/thumbnails/10.jpg)
Challenges Continued
• Sales Teams• Inside Selling• Productivity Focus