• A sales manager is someone who is responsible for
leading and guiding a team of sales people in an organization.
• They set sales goals & quotas, build a sales plan,
analyze data, assign sales training and sales territories, mentor the members of his/her sales team and are involved in the hiring and firing process. OBJECTIVE OF SALES MANAGER
• To achieve Sales Targets
• To achieve Market share targets • To manage dealer network • To organize sales training • To handle customer complaints • To manage Sales promotion campaigns • To effectively cover market SKILLS OF SALES MANAGER • Conceptual Skills: Conceptual skill includes the formulation of ideas. Managers understand abstract relationships, improve ideas, and solve issues creatively. The sales executive should be well versed with the concept of the product he/she is selling.
• People Skills: People skills involve the ability to interact effectively
with people in a friendly way, especially in business.
• Technical Skills : Technical skills are the abilities captured through
learning and practice. They are often job or task specific
• Decision Skills: Decision skills are important because to tackle
the questions from consumers, sales man should always have the knowledge of competitors’ products & take a wise decision. CHARACTERISTICS OF SALES MANAGER 1) Passion. 2) Integrity 3) Positive attitude 4) Coaching. 5) Leadership by example. 6) Loyalty 7) Loyalty 8) Motivation 9) Continuous learning. 10)Listening and communication TYPES OF SALES MAN 1. Manufacturer’s Salesman : He is employed to sell goods directly to the consumers, wholesalers or retailers. He deals in limited number of products and possesses specialized knowledge about the same.
• Types of Manufacture's Salesman:
(a) Pioneer Salesman: He is primarily concerned with the sale of the new product. He is very competent and creative in his job.
(b) Dealer Serving Salesman: He supplies goods of his manufacturer to
various dealers. He also imparts training to the salesmen of the dealers.
(c) Specialty Salesman: He sells the manufacturer’s products directly to the
consumers. He usually undertakes costly items like washing machines, televisions and calculators etc. He tells the consumers about the use of the product by giving practical demonstration. He should be expert and well trained in his job. 2. Retailer’s Salesman: He is appointed by the retailer and deals directly with the consumers. He caters to the needs of the consumers both at the retailer’s business place and attending the consumers at their place. He also distributes free samples of the goods to the consumers and also gives them practical demonstration of the products.
3. Wholesaler’s Salesman: He is appointed by the wholesaler and
deals with the retailers. He informs the retailers about the availability of various products with the wholesaler and helps them in selecting the articles. A wholesaler’s salesman is of two type’s viz., indoor and outdoor salesman. THEORIES OF SELLING
Four Theories of Selling
AIDAS
“Right set of circumstances”
“Buying Formula” AIDAS A-Securing attention.: The sales persons should attract the prospect to his presentation before he actually goes into the details of the same .This is to ensure that the prospect become receptive to the presentation or any method the sales man using .
I-Gaining Interest: After gaining the attention ,its sales persons
responsibility to maintain the interest of the prospect .He should aware of the interest ,likes ,dislikes ,motivation of the prospect
D-Kindling desire: The next step is to create a strong desire in the
prospect’s mind to purchase his product
A-Inducing Action: In this stage now the sales persons induce the prospect into actually buying the product
S-Building Satisfaction.: In This step should do all activity which leads to
satisfaction of the customer of the product.eg: after sales services ,proper reviews , proper feedback from customer . RIGHT SET OF CIRCUMSTANCES
• Theory can be summarized as “Every thing was right”.
• This theory is also known as “Situation-response” theory.
• A sales person needs to be well skilled to handle the set
of circumstances. BYUING FOMULA THEORY OF SELLING • The name “buying formula” has been given by the late E.K. Strong.
• In This theory main emphasizes on the needs or problems of the
buyer .
• The sales person assists the buyer in finding an appropriates
solution to the problem .
• The buying formula theory is based on the analysis of the
sequence of the event that goes in the buyer’s mind during the sales presentation • Its emphasis on the both factors- Internal or External(Sales person ) which affects the prospect . BUYING FORMULA CONT. • The sequence of event the prospect mind are
Need SOLUTION Purchase
• After giving the solution to the problem by the sales persons ,the sequence will be
