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If you sincerely believe that the customer is king, the second most important person in this kingdom must be the one who has a direct interaction on a daily basis with the king.
Sales Management
I dont care how many degrees you have on the wall, if you dont know how to sell, youre probably going to starve (have nothing to eat) .
SALES MANAGEMENT
The planning, organizing, leading and controlling of personal contact programs designed to achieve the sales and profit objectives of the firm
PERSONAL SELLING
According to the U.S. Department of Labors, people working in sales number close to 12 million, or about 10 percent of the total workforce in the United States.
Marketing Management
Marketing Management (Kotler):
is the analysis, planning, implementation, and control of marketing programs designed to create, build, and maintain mutually beneficial exchanges and relationships with target markets for the purpose of achieving organizational objectives.
Focus
Products
Means
Selling and Promoting
Example Ends
e.g., Profits through Volume
Market
Customer Needs
Integrated Marketing
Advertising
Internet
Sales management
25% Quality
of Product or Service
17%
Competitive Price
Customer
Government Relations
Educational Relations Press Relations
Sales Vs Marketing
# 1 Selling Emphasis on Product Marketing Emphasis on consumer needs and wants Company first determines customers needs and wants and then decides on how to deliver a product to satisfy these wants. Management is profit & customer relationship oriented Planning is long-term oriented, in terms of new products tomorrow's markets and future growth Stresses need and wants of buyers
Sales Vs Marketing
#
6
Selling
Views business as goods producing process
Marketing
Views business as consumer satisfying process
Emphasis on innovation in every Emphasis on staying with existing sphere, on providing better value technology to the customers by adopting a superior technology Different department work as highly separate unassailable compartments All departments of a business operate in an integrated manner, the sole purpose being generation of consumer satisfaction
Selling view customers as the last Marketing view the customers as link in business the very beginning of a business
Personal selling
involves two-way communication with prospects and customers that allows the salesperson to address the special needs of the customer. Perhaps the most important advantage of personal selling is that it is considerably more effective than advertising, public relations, and sales promotion in identifying opportunities to create value for the customer and gaining customer commitment.
Sales management
Sales management can thus be defined as: The planning, organizing, leading, and controlling of personal contact programs designed to achieve the sales and profit objectives of the firm.
all managers have two types of responsibilities Achieving or exceeding the goals established for performance in the current period Developing the people reporting to them
Types of Selling
Selling Function Order Takers
Order Creators
Order Getters
Missionary Salespeople
Organizational Salespeople
Merchandisers
Consumer Salespeople
Figure 1-6:
DIRECTOR
Customer Business Development Sector/ Multi-Sector Sales Human Resources
OTHER FUNCTIONS
Canada Latin America Asia/Pacific Europe Middle East & Africa U.S.
ASSOCIATE DIRECTOR
Customer Business Development Sector/ Multi-Sector Bus. Devel Sector Sales Merchandising Human Resources
MANAGER
Operations Manager Geographic or Team Account Exec Other Field or General Office Roles
Finance Other
SALES MANAGER
Operations Manager Geographic or Team Account Exec Other Field or General Office Roles