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Modern Sales Management Strategies

This document provides an overview of key concepts in sales management. It discusses trends affecting modern sales organizations, including building long-term customer relationships and leveraging technology. The document outlines the learning objectives of understanding the sales management process and influential environmental factors. It also presents some critical issues in sales management, such as creating adaptable organizational structures and integrating performance evaluations.

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Nabeel Malik
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274 views14 pages

Modern Sales Management Strategies

This document provides an overview of key concepts in sales management. It discusses trends affecting modern sales organizations, including building long-term customer relationships and leveraging technology. The document outlines the learning objectives of understanding the sales management process and influential environmental factors. It also presents some critical issues in sales management, such as creating adaptable organizational structures and integrating performance evaluations.

Uploaded by

Nabeel Malik
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Sales Management

By
Tauseef Iqbal Khan
Recommended Reading
• Sales Force Management- Leadership, Innovation, Technology -
Twelfth Edition By Mark W. Johnston & Greg W. Marshall
• Harvard Articles
• Cases and Scenarios
Prologue to the chapter
• Sales management is one of the most important elements in the
success of modern organizations
• It is the firm’s most direct link to the customer
• Henry David Thoreau, world will beat a path to the door of the
company with the best mousetrap, the world needs someone to show
how that mousetrap is better—and that role usually belongs to the
salesperson
Chapter-1 Introduction to Sales Management
in the Twenty-First Century
Learning Objectives
• Identify and discuss key trends affecting sales organizations and sales
managers today
• Present a general overview of the sales management process
• Identify and illustrate the key external and internal environmental
factors that influence
• The development of marketing strategies and sales programs
Sales Management In The Twenty-first
Century
• Personal selling and, consequently, sales management are undergoing
dramatic changes
• These changes are being driven by several behavioral, technological,
and managerial forces that are dramatically and irrevocably altering
the way salespeople understand, prepare for, and accomplish their
jobs
Critical Issues
• Building long-term relationships with customers, which involves
assessing customer value and prioritizing customers;
• Creating sales organizational structures that are more nimble and
adaptable to the needs of different customer groups;
• Gaining greater job ownership and commitment from salespeople
• Shifting sales management style from commanding to coaching
• Leveraging available technology for sales success
• Better integrating salesperson performance evaluation to incorporate
the full range of activities and outcomes
Key Themes in Sales today
• Innovation Fuels Success in Selling Today
• Sales Effectiveness Is Enhanced through Technology
• Leadership Is a Key Component in Sales Management Success
Greenleaf’s servant leadership
• Listening, Empathy, Healing, Awareness, Persuasion,
Conceptualization, Foresight, Stewardship, Commitment To The
Growth Of People, Building Community
What is Involved in Sales Management
• First, modern companies realize that selling is an indispensable
component of an effective marketing strategy
• Second, managing a sales force is a dynamic process
Innovation bridging the culture gap in
Global Selling
• As technology and transportation make the world smaller and smaller,
today’s business environment calls for a multicultural selling strategy
• A misconception exists that assumes people from other cultures all
want to be treated the same and do not want their differences
identified or their culture discussed
Sales Management Process
• The formulation of a sales program
• The implementation of the sales program
• The evaluation and control of the sales program
Environmental Factors Impact Success
in Selling
• External Environment (PESTEL)
• Internal Environment (Resource and Objectives)

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