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Sales Force Management 2 - Sales Management

The document discusses sales force management and the roles and responsibilities of sales managers. It defines sales force management and outlines key tasks including recruitment, selection, training, compensation, motivation and supervision of salespeople. It also discusses sales management functions such as forecasting, planning, organizing, directing and controlling sales activities. Different sales structures are presented including functional, product, market/geographic and customer-based structures. Qualities of effective sales managers like leadership, planning, organizing and time management are highlighted.

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Chandan Bagwe
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309 views21 pages

Sales Force Management 2 - Sales Management

The document discusses sales force management and the roles and responsibilities of sales managers. It defines sales force management and outlines key tasks including recruitment, selection, training, compensation, motivation and supervision of salespeople. It also discusses sales management functions such as forecasting, planning, organizing, directing and controlling sales activities. Different sales structures are presented including functional, product, market/geographic and customer-based structures. Qualities of effective sales managers like leadership, planning, organizing and time management are highlighted.

Uploaded by

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

Management
Chandan Bagwe
1. Definition
The Planning, Direction and Control of
Personal selling including
Recruitment, selecting, equipping,
assigning, routing , supervising, paying,
and motivating
as these tasks, apply to personal sales
force.
1. Definition
What is Sales Force Management ?
2. Forecast Analysis & 3. Personal Selling
Planning

1. Sales Management 4. Territory and


Promotion
7. Budgeting and Audit

6. Motivation 5. Sales Force Management


Product or Service
Augmented
Installation
product

Packaging Actual
product
Brand Features
name Core
Delivery After-
and benefit sales
credit or service service
Core
product
Quality Styling

Warranty
Three levels of product
Question
 What is the difference between Sales
Management and Marketing Management ?
1. Sales Management

 Sales Management is the process of current


exchange of goods
 Marketing Management is process of future
exchange of goods
1. Sales Management

 Managing the Sales Functions


 Planning, organizing, direction, control, co-
ordination
 Managing the Sales Force
 Recruitment, training, compensation, motivation
1. Sales Management

 Objective
 Generate Sales Volume
 Increase profit

 Organization growth

 Sales Management Cycle


 Sales Management Structure
Structure
 What is Sales Management?
Sales Management
Structure
 What are different types of Sales Structures ?
Function Based

General Manager

Advertising Manager Training Manager

Territory Manager Sales Manager Territory Manager

Sales Person
Product Based Structure

Vice-President
Sales

Snack Foods Beverages


Sales Manager Sales Manager

Sales Rep Sales Rep Sales rep Sales Rep


Eastern Region West’n Region Eastern Region West’n Region
Market Based / Market Specialization

Vice-President
Sales

B2B Sales Direct


Marketing

Wholesale Retail Government Institution


Area / Territory Based
Geographic Structure

Vice-President
Marketing

Regional Sales Regional Sales


Manager Manager

District Sales District Sales District Sales District Sales


Manager Manager Manager Manager

Sales Rep Sales Rep Sales Rep Sales Rep


Mumbai Delhi Chennai Bangaluru
Customer Type Structure

Vice-President
Sales

New Accounts Existing Accounts


Manager Manager

New Account New Account Existing Existing


#1 #2 Account #1 Account #2
Question
 What should be the qualities of a Sales Manager
Qualities of Sales Manager
 Leadership and Supervision
 Planning and Conceptual Skills
 Self Direction and Control
 Organizing Abilities
 Time Management
Duties of GSM
 Design Sales Program
 Sales Force Management
 Liaison (Other Department)
 Communication (up and down)
 Control

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