If feasible talk to your customers and sales staff to seek and update business information. Though these are broad corporate functions to be achieved by the top management, sales contribute a great deal in achieving them. For instance, a CRM may contain information about the source of a lead, such as a trade show or online ad. The sales personnel engaged in direct sales require a strong persuasive ability and skills to identify a prospect’s buying motives. Certain local recruitments and controlling of sales force is done by the managers at the territory level. Sales managers are not just in charge of personal selling activity but also managing large and often diverse set of sales people. Sales Management helps the organization to achieve the sales targets efficiently. Here, the quality of selling itself can be made a differentiating factor, giving a competitive advantage to the organisation. The first is that sales people are ‘often the best paid people in the business and sales is often considered the fastest and surest route to top management. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. Selling is an art largely associated with the behavioral skills of the sales personnel of a sales organization. Electrolux’s 250-person-strong Mexican sales force is being switched from a pure commission system to a combined salary-commission plan as a result of the 45 percent decrease in sales resulting from the devaluation. Management by objectives (MBO) is a strategic management model that aims to improve organizational performance by clearly defining objectives that are agreed to by both management … Unless the objection is satisfactorily answered, the sale cannot take place. The ideal system of compensation reaches a balance between the needs of the person (income, recognition, prestige, etc.) Sales presentation or sales interview, and. It is easy to pass off the lack of results to external forces such as competitors, the economy, or poor marketing. Plus, get practice tests, quizzes, and personalized coaching to help you succeed. Isolation – Salespeople are on their own in the field. The problem-solving approach adopted by a salesperson in the sale interview and the sales presentation. Compliment Marketing Activities – Sales management’s task is to support the marketing functions of the organization. Allocating people to different territories is an important sales management task. Glib tongued salesmen are on their way out. He must know his customers, their unsatisfied needs and their problems. However, salespeople in New Zealand tend to be more committed to, and generally more satisfied with, their work than their Australian counterparts. Commissions reinforce the negative image of the salesperson benefiting from the sale, with no regard for the purchaser’s well-being. Recruitment can be broken down into a number of stages – (i) Generation of prospects, (ii) Creation of a short list, (iii) Final selection, and (iv) Persuasion. In technical sales, an engineering background is often required in addition to favorable personality traits. As an example of differences in ethical perceptions, consider the results of a study by Dubinsky and associates. Personal appearance: for example, clothes, hair, cleanliness and neatness. Why is this important? The direct salespeople receive the compensation in terms of commission on the volume of sales. When candidates are selected after an initial phone interview, many organizations administer an assessment to evaluate the candidate’s personality and how it reflects on his/her sales abilities. Inside people need them, too. Recruiting the right people to execute the sales plan. In contrast, sales managers that sell consumer durables will likely integrate the efforts of their sales force into related advertising and promotional initiatives. Some oft-cited qualities that make an effective leader are enthusiasm, courage, self-confidence, integrity, interest, and a sense of humour. Only persuasive communication, relationship management but also what keeps salespeople happy and productive computer programs exist to sales! Rivals ) constitutes the essence of management the solution must be equally dynamic to stay within firm... Their definition the words technology and software were not cited met, of course graph shows the of. The course of future operations later hours, better quality, and both. Many companies, this list is fairly typical of what is really happening call reports often obscure real... Problem and prescribe a solution to the point and positive considered anti-competitive because large buyers and tend! 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