Overview of sales management and the selling environment
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Overview of Sales Management and the Selling Environment. Sales and Distribution Management Marketing 3345. Sales Management in the 21st Century. Building long-term relationships with customers Creating more nimble and adaptable sales organizational structures

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Overview of Sales Management and the Selling Environment

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Overview of sales management and the selling environment

Overview of Sales Management and the Selling Environment

Sales and Distribution Management

Marketing 3345


Sales management in the 21st century

Sales Management in the 21st Century

  • Building long-term relationships with customers

  • Creating more nimble and adaptable sales organizational structures

  • Removing functional barriers within the organization to create greater job ownership and commitment from salespeople


Sales management in the 21st century1

Sales Management in the 21st Century

  • Shifting sales management style from commanding to coaching

  • Leveraging available technology for sales success

  • Integrating salesperson performance evaluation to incorporate all activities and outcomes


Key themes

Key Themes

  • Innovation – thinking outside the box

  • Technology – broad spectrum of tools available to salespersons

  • Leadership – capability to make things happen

  • Globalization

  • Ethics


Sales management process

Sales Management Process

  • The formulation of a sales program

  • The implementation of the sales program

  • The evaluation and control of the sales program


Goals objectives culture

Goals/Objectives/Culture

  • Mission and objectives drive customer management approaches

  • A well-defined mission + successful corporate history + top management values = strong corporate culture


Personnel

Personnel

  • Modern sales organizations are highly complex and dynamic

  • Often difficult to expand to take advantage of growing markets

  • Utilizing outside specialists can help firms meet need to expand


Financial resources

Financial Resources

  • Lack of financial resources can:

    • constrain ability to develop new products

    • limit promotional budget

    • limit size of sales force


Production and supply chain capabilities

Production and Supply Chain Capabilities

  • Production capacity

  • Location of production facilities

  • Transportation costs

  • Ability to ensure seamless distribution and service after the sale


Service capabilities

Service Capabilities

  • Opportunity for strong competitive advantage

  • Difficult for other firms to compete for same customers

  • Customers reluctant to switch regardless of price


R d and technological capabilities

R&D and Technological Capabilities

  • Excellence in design and engineering provide major promotional appeal

  • Ability to communicate technological sophistication as value-add helps prevent over-reliance on price to get sales


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