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

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

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


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

  • Innovation – thinking outside the box

  • Technology – broad spectrum of tools available to salespersons

  • Leadership – capability to make things happen

  • Globalization

  • Ethics


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

  • Mission and objectives drive customer management approaches

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


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

  • 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 capacity

  • Location of production facilities

  • Transportation costs

  • Ability to ensure seamless distribution and service after the sale


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

  • 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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