Sales Management 1

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Sales Management 1

• Sales Management
• Overview

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Sales Management

1. Define Strategic Role of Sales
2. Design Sales Organization
3. Develop Sales Force
4. Direct Sales Force
5. Evaluate Sales Effectiveness Performance

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Factors to Consider

• External Environment
• Customers, Competitors, Regulators, Technology,
  Natural Environment, Social
• Organization
• Mission, Resources (Financial, Physical, Legal,
  Human, Organizational, Informational,
  Relational), Strategy

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Activities Involved in Planning a Sales Program

• Sales Forecasting
• Sales Force Structure
• Territory Design
• Policies
• Hiring, Training, Rewarding, Supervising
• Evaluation and Control

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

• 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

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Sales Management Trends

• Transactions ? Relationships
• Individuals ? Teams
• Sales Volume ? Productivity
• Management ? Leadership
• Local ? Global

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