5e sales management ingram laforge module01a
TRANSCRIPT
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Sales Management
MKTG 637-2 Sales Management
Course syllabus is online athttp://online.sfsu.edu/~perttula/Sales/637Sp
04.htm
Sales Management 5thed. By Ingram; LaForge; Avila; Schwepker; Williams
http://online.sfsu.edu/~perttula/Sales/637Sp04.htmhttp://online.sfsu.edu/~perttula/Sales/637Sp04.htmhttp://online.sfsu.edu/~perttula/Sales/637Sp04.htmhttp://online.sfsu.edu/~perttula/Sales/637Sp04.htm -
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What you are to do in this course
Learn about sales management andhow it fits into the business operation
Learn about forecasting sales Learn about making effective
presentations and make one
See course outline
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Wall Street Journalrecommended
Go to http://subscribe.wsj.com/semester
Enter 941
Choose San Franc St U Choose Perttula, Leslie
Select your term: one semester is $34.95
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The Changing Worldof Sales Management
Module One
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A Day in a Sales Managers LifeAn Experts Viewpoint:
Von Oliver is currently national sales manager for adivision of Lockheed Martin Corp. Vons typical day starts
at 7:30 A.M. going through e-mail and prioritizing the daysevents. During the morning he will review reports, and
spend time with his sales reps. He will have lunch withcustomers and spend the afternoon making sales callswith his sales reps. He spends late afternoon reconcilingthe days activities and setting his agenda for the next day.
Action
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A Day in a Sales Managers LifeAn Experts Viewpoint:
Von Oliver is involved in a variety of different activities.He spends much of his time interacting with
individuals, especially salespeople and customers.But, he also plans strategies and continuously
monitors performance. In other words, he performs allthe major sales management functions.
Result
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Describingthe
Personal
SellingFunction
Defining the
StrategicRole of the
SalesFunction
Developingthe Sales
Force
Directingthe Sales
Force
Determining
Sales ForceEffectiveness
andPerformance
Sales Management Model
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Transactions Relationships
Local Global
Management Leadership
Individuals Teams
Sales Volume Sales Productivity
Sales Management Trends
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Sales Teamwork Approaches
Relatively permanent,customer-focused group
Relatively temporary,transaction-focused group
Membership determined byjob assignment to a specific
buying organization
Membership determined byinvolvement in sales
transaction
One team per buying unitOne selling center per
sales opportunity
Core Selling Team Selling Center
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Sales Teamwork Approaches
Core Selling Team Selling Center
Membershiprelatively stable
Membershipvery fluid
Characteristics of teamdepend on characteristics
of buying organization
Characteristics of teamdepend on characteristics
of sales opportunity
Mission is strategic withrespect to the buying
organization
Mission is tacticalwith respect to thesales opportunity
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Teams
Companies like IBMand HP-Compaq,which sell customized combinations ofcomputer hardware and software, use
teams of salespeople and technicalexperts who work closely with thecustomers buying team
Very expensive way to sell
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Leadership Trends
Yesterday TodayNatural resources
defined powerKnowledge
is power
Leaders commandedand controlled
Leaders empowerand coach
Leaderswere warriors
Leadersare facilitators
Managersdirected
Managersdelegate
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Effective Sales Managers:
Utilize a Strategic Perspective Focusedon Customers
Attract, Keep, and Develop Sales Talent
Leverage Technology
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In-class written assignment
What have I learned so far in thesales management course after 3class meetings?