Sales ManagementMarketing 3345Charles A. Besio, Jr.Fall 2012

Introduction

Sales ManagementThe Marketing Mix:

Product/Services

Pricing

Distribution

Promotion

Sales ManagementPromotionAdvertising

Public Relations

Sales Promotion

Direct Marketing

Personal Selling

Sales ManagementPersonal Selling - Definition Direct communications between paid representatives and prospects that lead to purchase orders, customer satisfaction and postsale service. Sales Management - Definition The planning, implementing and control of personal contact programs designed to achieve the sales and profits of the firm.

Sales ManagementSales Goals and StructureManagers Need Good DataWhat Existing Clients Are Likely to PurchaseWhere in the Territories They are Located

Sales Organizations Need StructureHow Many Levels of ManagementSpan of Control

Sales ManagementBuilding a Sales ProgramHiringSources of RecruitingCareful ScreeningTrainingCompanys Products/ServicesCompany Operating ProceduresSelling SkillsAssigning TerritoriesOptimize Effectiveness and Customer ServiceMinimize Costs

Sales ManagementManaging The Sales ForceLeadershipGuide by ExampleDevelop RapportMotivationIncentive ProgramsRecognition

Sales ManagementManaging The Sales ForceCompensationMoney is a Prime Motivator for Sales PeopleMix of Salary, Bonuses, Commissions, Expenses and BenefitsEvaluationSales DataQuantity SoldMix of ProductsCostsImpact on Profits

Sales ManagementTotal Quality ManagementW. Edwards Deming, Joseph Juran, Kaoru Ishikawa - Fathers of TQMThe PhilosophyFoster Continuous ImprovementDo It Right The First TimeWorkers closest to the process usually have the best suggestions for improvement - involve them

Sales ManagementThe Field Sales ManagerJob SkillsOrganizational SkillsLeadershipTime AllocationsSellingAdministrationAccount Service/CoordinationTravel/WaitingInternal Meeting

Sales ManagementThe Field Sales ManagerAdministrationManagement of Sales OfficeTrainingBudgeting, Expense ControlCompensation Plans

Sales ManagementThe Field Sales ManagerAccount Service CoordinationInternal Coordination of Customers NeedsOrders are processedGoods & Services are Provided with QualityCredit Arrangements CompletedPostsales Customer SatisfactionTravelMeetings

Sales ManagementCareer PathLevel One Sales TraineeLevel TwoSalespersonLevel ThreeKey Account SalespersonLevel FourDistrict Sales ManagerLevel FiveRegional Sales ManagerLevel SixZone Sales ManagerLevel SevenNational Sales ManagerLevel EightV.P. of MarketingLevel NinePresident

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