challenges in sales management ppt

", Salesforce specializing by product assigned sales people selling responsibility for specific product or product lines. These decisions are closely related to the sales organization structure decisions. "@context": "http://schema.org", The territory can be viewed as the work unit for a salespersonThe territory can be viewed as the work unit for a salesperson. "description": "Compensation is a motivational tool which combines financial remuneration and\/ or nonfinancial rewards to ensure desired performance: Some basic requirements of a sound compensation plan are; It must provide for two types of income \u2013 Flexibility. How much selling effort is needed to cover accounts and prospects adequately so that sales and profit objectives will be achieved", "contentUrl": "https://slideplayer.com/slide/12925251/79/images/88/Factors+influencing+the+choice.jpg", "@type": "ImageObject", "name": "Sales Structures Line structure", {

"contentUrl": "https://slideplayer.com/slide/12925251/79/images/3/Sales+Management+Process.jpg", Thanks for downloading our free products. Human understanding Interpersonal communication skills Salespeople must have high Ego Strength Habitual wooer Effective use of time

"width": "1024" Sales people are assigned specific types of customers and are required to satisfy all needs of these customers. The salesperson must be a good listener and this is essential for building credibility. It also helps in dissipating post purchase dissonance. Additionally there is a better definition of the salespersons job. "description": "", { ", ", ", Appropriate sales messages provide a transition from one mental state to the next. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/37/Functional+Sales+Organization.jpg", Salesperson: Someone who typically works directly with customers to inform them and sell a product while providing customer service. "@type": "ImageObject", It requires determining the market potential for the goods and service that the firm currently produces or considering producing. We cannot do selling without a product, price, promotion and place. { "name": "Sales Forecast The sales forecast is the estimate of the cedi or unit sales for a specified future period under sales marketing plan or programme. f. The plan should be tentative until timed out and proved accurate. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/41/Market+Sales+Organization.jpg", Note that not only sales forecast include specification of commodities; customer groups, geographical location and time periods, but also includes a specific market plan as an essential element. }, 45 "@type": "ImageObject", When it comes to managing sales and boosting sales performance for any size of operation, no matter the industry, the secret to success is always precise sales management processes. Use this option to find similar designs but with different number of Stages. ", Fairness. "width": "1024"

c. Determine how many times you will visit your heavy users or high users / high volume / low volume. "width": "1024" Sales Dashboard: A method of measuring sales performance from a birds-eye view. }, 92 "description": "To ensure that compensation and other reward disbursements are consistent with actual salesperson performance. in the drop down for "Slides Sized for". "width": "1024" Basically they are 2 broad types as shown below; This method gets its name from the fact that initial input is the opinion of each member of the field sales staff. Salesperson may determine buyer needs, buyer motives, and details of the buyers situation that are relevant to the upcoming sales presentation. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/60/Analyze+Opportunity+of+Planning+and+Control+Unit.jpg", "name": "Leadership Skills The exact personality traits or leadership behaviors that make an effective sales management leader has not been identified. "width": "1024" Glassdoor, which measures salaries based on user submissions, listed the average Sales Manager salary in the US at $99,299, as of 2020. "@context": "http://schema.org", }, 108 "description": "Basically they are 2 broad types as shown below; Subjective methods. { For example, the salesperson design a series of questions just to condition the prospective buyer to say yes to the entire sales proposition. 1. "width": "1024" Most sales organizations provide salespeople with a written copy of their performance review and have sales managers discuss the performance evaluation with each salesperson. Staff the department. "contentUrl": "https://slideplayer.com/12925251/79/images/slide_57.jpg", }, 73 { Top management perception of the importance of sales force in the attainment of corporate goals. In this article, well look at what sales management is, the role of a good sales manager in building and managing sales staff and how to define and report on the sales process. "@context": "http://schema.org", ", Salespeople confirm their customers strategic goals, and then work collaboratively with customers to achieve those goals. For example plan A would include all customers and plan B only the profitable firms of the customers. Logical resistance; relates to delivery schedules, price disagreement, product characteristics, etc. }, 96 "width": "1024" "description": "The Production Concept: The production concept holds that consumers will favor products that are available and highly affordable. "description": "Sales territorial planning must be proceeded by a comprehensive research to ensure that; Districts are equal in sales potential. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/23/Contd+Approach.+This+involves+making+the+actual+contact+with+the+prospect+and+it+is+in+two+phases..jpg", Reward power. For example, if you see a 4 piece circular design here, but you want the same design in 5 pieces, just select 5 here, and it'll show you all the options. Sales structure provides a framework for sales organization operations by indicating what specific activities are performed by whom in the sales organization. "@context": "http://schema.org", ", Finalize Territory Design The final step is to adjust the initial territories to achieve equal workloads for each salesperson. Focus is on the customer rather than the salesperson. Most sales organizations provide salespeople with a written copy of their performance review and have sales managers discuss the performance evaluation with each salesperson. This forces the salesperson to plan presentation prior to calling their customer. ", The salesperson gathers information about prospects that would be used to formulate the sales presentation. This is the least specialized and most generalized type of sales force. The problem-solving approach appears to be the most successful in technical industrial sales situations, in which the parties involved are usually oriented towards scientific reasoning and processes and thus find this approach to sales amenable ", e. Establish several route plans because sales frequencies usually differ. "width": "1024" "name": "Decisions in one salesforce deployment area affects decisions in other areas. "name": "LECTURE 3 PERSONAL SELLING: APPROACHES AND PROCESS", Revenue: A companys income or earnings. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/39/Product+sales+organization.jpg", e. Establish several route plans because sales frequencies usually differ. According to the US Bureau of Labor and Statistics, sales managers earned an average salary of $132,290 and ranked No. }, 10 It also increases the sales persons ability to route, plan calls, and identify problems which needs to be addressed. Sales funnel (or pipeline): A systematic and visual approach to selling a product or service. This is because the salesperson assigned to a given territory is able to apply him or herself to relationship marketing skills, thereby creating better acquaintances, which is; through knowledge of customer habits, preferences and motivations \u2013 buying patterns. They are; Assess training needs. "name": "Handling Objections", Personal Selling ApproachesStimulus Response Selling This is the simplest, and is based on that fact that various stimuli can elicit predictable responses. Your projected profit. }, 43 Establishing chain of command. Personal Selling CONTDMental State Selling This assumes that the buying process for most buyers is essentially identical and that buyers can be led through certain mental states, or steps in the buying process. "width": "1024" Geographic Sales OrganizationMost sales forces use some type of geographic specialization. "width": "1024"

"contentUrl": "https://slideplayer.com/slide/12925251/79/images/59/Select+Planning+and+Control+Unit.jpg", "description": "", If you wish to download it, please recommend it to your friends in any social system. The situation in Sally's territory is just the opposite. { Product sales organizationProduct specialization has been popular in recent years, but it seems to be declining in importance at least in certain industries. Here, the head of department does all the planning and performs most of the operations. "@context": "http://schema.org", Furthermore forecasting sales are typically less than the company sales potential. Specific methods for performing these calculations will be converted. { a. "@type": "ImageObject", { "@context": "http://schema.org", Sales is tough; to succeed you need to be able to engage your current base while also expanding your reach. It gives information that helps in the effective planning of the human resources. ", LECTURE 3 PERSONAL SELLING: APPROACHES AND PROCESSThere are five(5) basic approaches to personal selling; Stimulus response selling Mental States Need Satisfaction Problem Solving Consultative Selling

"name": "Situational Factors What makes an effective leader Trait approach", "@context": "http://schema.org",

Sitemap 7

challenges in sales management ppt

challenges in sales management pptdunelm made to measure blinds

Contact