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Sales Management 1. Sales Management Overview. Sales Management. Define Strategic Role of Sales Design Sales Organization Develop Sales Force Direct Sales Force Evaluate Sales Effectiveness & Performance. Factors to Consider. External Environment

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Sales management 1

Sales Management 1

Sales Management

Overview


Sales management
Sales Management

  • Define Strategic Role of Sales

  • Design Sales Organization

  • Develop Sales Force

  • Direct Sales Force

  • Evaluate Sales Effectiveness & Performance


Factors to consider
Factors to Consider

  • External Environment

    • Customers, Competitors, Regulators, Technology, Natural Environment, Social

  • Organization

    • Mission, Resources (Financial, Physical, Legal, Human, Organizational, Informational, Relational), Strategy


Activities involved in planning a sales program
Activities Involved in Planning a Sales Program

  • Sales Forecasting

  • Sales Force Structure

  • Territory Design

  • Policies

  • Hiring, Training, Rewarding, Supervising

  • Evaluation and Control


1. Nurses2. Grade school teachers3. Druggists, pharmacists4. Military officers5. Medical doctors6. Policemen7. Clergy8. Judges9. Day care providers10. Bankers11. Auto mechanics

12. Local officeholders13. Nursing home operators14. State officeholders15. TV Reporters16. Newspaper reporters17. Business executives18. Congressmen19. Lawyers20. Advertising practitioners21. Car salesmen

Americans ranked public service professions highest in honesty and ethics. (Note sales is below lawyers, politicians and journalists.)


Sales management trends
Sales Management Trends

  • Transactions  Relationships

  • Individuals  Teams

  • Sales Volume  Productivity

  • Management  Leadership

  • Local  Global


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