The overall objective is to ensure that all accounts are assigned salesperson responsibility and that each salesperson can adequately cover the assigned accounts. This is because the salesperson assigned to a given territory is able to apply him or herself to relationship marketing skills, thereby creating better acquaintances, which is; through knowledge of customer habits, preferences and motivations buying patterns. "name": "Follow-up", The important sales management decisions involved in allocating selling effort, determining salesforce size, and designing territories are often referred to as sales force deployment. }, 65 "width": "1024" manager sales job irishjobs ie updated april The management of the sales training process involves six (6) steps. ", "name": "Situational Factors What makes an effective leader Trait approach", Mental States. Note that not only sales forecast include specification of commodities; customer groups, geographical location and time periods, but also includes a specific market plan as an essential element. Planning and conducting integrative sales meeting. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/17/Need+Satisfaction+Selling.jpg", Use this option to find similar designs but with different number of Stages. { The more mature your sales process is and the more the sales manager adapts and improves it over time, the more likely your team will achieve top performance. Ready to learn more? The important role of sales organization structure for a firm has been described as follows:The role of organization in sales has been compared to that of the skeleton in the human body; it provides a framework within which normal functions must take place. Lead: Anyone who could potentially be a customer. ", { "contentUrl": "https://slideplayer.com/slide/12925251/79/images/29/LECTURE+4+ORGANIZATION+OF+THE+SALES+FORCE.jpg", Management, Leadership, & Internal Organization.. Module 9 Motivation and Reward System Management. ", "description": "The Selling Concept: holds that consumers will not buy enough of the firm\u2019s products unless it undertakes a large-scale selling and promotion effort. Newly hired people go through orientation where they familiarize themselves with company\u2019s policies, history, facilities or procedures. Sexual harassment. "width": "1024" Each step is very critical. ", "width": "1024" 
This is a obstacles of sales management ppt PowerPoint presentation file aids. The sales organization structure is the vehicle through which strategic plans are translated into selling operations in the marketplace. Types of Sales Organizational StructureLine structure Line and Staff structure Line and functional Regional Divisional The control of the budgetAll these must be from bottom up to the top, approved and brought down again. "description": "The procedure is illustrated manually by using Andy s and Sally s territories as an example application. "@context": "http://schema.org", For busy sales managers and salespeople, apps such as Evernote, Any.do, Audible, Downcast, e-readers, Pocket, CRMs, Scanner Pro, Calendars 5 and Waze will help ease the process of managing and closing deals.
Human understanding Interpersonal communication skills Salespeople must have high Ego Strength Habitual wooer Effective use of time "contentUrl": "https://slideplayer.com/slide/12925251/79/images/5/Evolution+of+Marketing+and+the+Marketing+Concepts.jpg", Salesforce specializing by product assigned sales people selling responsibility for specific product or product lines. ", Expenditure must be monitored against the revenue and budget. )The Production Concept: The production concept holds that consumers will favor products that are available and highly affordable. marketingprofs sales "width": "1024" "name": "Problems associated in leadership", "@type": "ImageObject", On the flip side dont forget to share your disappointments and failures, how you overcame them and offer support during difficult periods. Types of Financial Compensation Straight Salary Straight Commission A combination(salary plus incentive) How many salespeople are required to provide the desired amount of selling effort? Adjust/revise territories if problem are identified or market condition change or there is a change in the caliber of sales people. "@context": "http://schema.org", Salesperson: Someone who typically works directly with customers to inform them and sell a product while providing customer service. Sales force performance must be monitored. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/31/ORGANIZATION+OF+THE+SALES+FORCE.jpg", "description": "Line structure.
"description": "\u2022 Sales territories help reduce selling cost. "description": "Most sales forces use some type of geographic specialization. "@type": "ImageObject", One problem is that it is difficult to determine which state the prospect is in. "name": "Methods for sales forecasting", The stages in this process are problem and solution, challenges and solutions, issues and solutions. "@type": "ImageObject", }, 108 discounts, extra quantity, and special price. Appropriate sales messages provide a transition from one mental state to the next. (1) 11 Evaluating the Performance of Salespeople Module 11 Evaluating the Performance of Salespeople. "@type": "ImageObject",
"name": "Procedure for Establishing Territories: (Reviewing Territories)",
", Changes in structure often require adjustments in all three areas of salesforce deployment - selling effort allocation, salesforce size determination and territory design. Organizational ProcessThe organizational process would basically involve the following steps: Setting of objectives for the sales department Determine sales department activities Group related activities locally Develop a structural arrangement of all activities Staff the structure Test the soundness of the structure in the light of the above mentioned principles. Commendable slides with attractive designs. ", { { { }, 9 "width": "1024" Market Sales OrganizationAn incredibly important type of specialization is market specialization. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/108/Types+of+Sales+force+Rewards.jpg", }, 15 Set training objectives. Thanks for downloading our free products. "description": "Mental State Selling. "width": "1024" }, 87 Termination of employment. "@type": "ImageObject", The more time you put in, the more you should get out. NB: It must be noted that for effective adjustment of sales territories, there is the need to conduct territorial sales and cost studies on a continuing basis. "@context": "http://schema.org", "@context": "http://schema.org", Metrics: A collection of individual and organizational performance indicators and ratios calculated from collected data that describe a companys historical and ongoing sales processes. "@context": "http://schema.org",
"@context": "http://schema.org", "@type": "ImageObject", Sales Forecast The sales forecast is the estimate of the cedi or unit sales for a specified future period under sales marketing plan or programme. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/104/Sexual+Harassment+Company+should+have+guidelines+for+dealing+with+this+offense+especially+with+women+being+the+target+of+harassment..jpg", LECTURE 1 Introduction to Sales Managementis the planning, organizing, leading and controlling of an organizations sales force in order to create exchange to satisfy individual and organizational objectives. If youre a business owner, consider investing in sales training for every member of your sales team; itll pay off in the long run. These steps are typically referred to as AIDA (attention, interest, desire, and action). This assumes that the buying process for most buyers is essentially identical and that buyers can be led through certain mental states, or steps in the buying process. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/60/Analyze+Opportunity+of+Planning+and+Control+Unit.jpg", "description": "In some cases, meeting customer demands can violate company policy. vi. A great sales manager is the person who guides your salespeople and is responsible for: Ensuring coordination with the sales enablement and marketing teams. Communication tools available to any firm are typically classified as personal selling, advertising, sales promotion and publicity. "name": "Sales Forecast The sales forecast is the estimate of the cedi or unit sales for a specified future period under sales marketing plan or programme. All in all, the sales team should feel like they are a valued part of the company and be equipped with the resources to progress rather than be viewed as money-making machines. Commissions and bonuses. Relationship marketing Integrated marketing Internal marketing Performance marketing }, 13 Think about what experiences motivated you throughout your career, and use them to inspire and motivate your own sales team. }, 21 However, they may have line authority over people in their specific department. "name": "Need Satisfaction Selling", Criteria for Performance EvaluationsBehavior Professional development Results Profitability "width": "1024" "width": "1024" vi. Most salespersons\u2019 performance evaluations are conducted by the field manager who supervises the salesperson. 360 feedback adds another dimension to performance management. "@type": "ImageObject", Bad impression on the customer can be difficult or impossible to overcome. Professional development. "@context": "http://schema.org", Salesperson compensation and success are normally a direct function of territory performance; thus, the design of territories is extremely important to the individual salespeople of a firm as well as to management. Profit performance is low in Andy's territory because too much selling effort is being expended in his trading areas. This concept is one of the oldest orientations that guide sellers. "name": "Presentation and Demonstration", "@type": "ImageObject", marketing mix creative powerpoint presentation examples templates process smartart diagram tutorial quick diagrams shared Typically, both of these objectives cannot be completely achieved, so management must decide on the best trade-offs for its situation. "@context": "http://schema.org", { { "contentUrl": "https://slideplayer.com/slide/12925251/79/images/107/Optimal+Sales+force+Reward+System.jpg", "@context": "http://schema.org", "description": "To ensure that compensation and other reward disbursements are consistent with actual salesperson performance. Thus there are two parallel lines of authority; - two bosses. { It increases the sale persons interest and effectiveness. "@type": "ImageObject", Clearly, the firm is wasting expensive selling effort in Andy's territory. This may be defined as the process of assisting and persuading a prospect to buy a good or service or to act upon an idea through person to person communication. "name": "Recruitment and Selection Process", "description": "This is an extension of need satisfaction selling and goes beyond identifying needs to developing alternative solutions for satisfying these needs. Trait approachBehavioral approach Contingency approach "description": "f. The plan should be tentative until timed out and proved accurate. { Processing of applicantsMajor selection tools include personal interviews, applications blanks, Test / Mental & Intelligence Tests references, and physical examinations "name": "Product sales organization", The product concept: The product concept holds that consumers will favor products that offer the most in quality, performance, and innovative features. Sales Quota This is a goal or objective that is assigned to marketing units. The blueprint you need to find a team of superstars and build a strong foundation for lasting sales success, Youll get 8 free guides, templates, spreadsheets and process docs to take your sales skills to a new level, Benefit from a visual and fully-customizable sales CRM for teams of all sizes, Create and send best-in-class marketing emails with Pipedrive, Connect Pipedrive to 250+ services and tools with an easy one-click installation, Compare Pipedrives offering with similar products and see which CRM is right for you, Learn how Pipedrive helped these companies grow their business and become success stories, Discover how Pipedrive helps different industries systematically increase their revenue, Learn how Pipedrive helps different roles across the organization improve their performance, Browse through our blog for expert advice from sales pros, step-by-step guides and how-to articles, Use the Pipedrive community to help others and get advice from fellow Pipedrivers, Level up your CRM and sales skills with our Pipedrive academy, featuring courses, tutorials and more, Get help setting up and customizing your account using our comprehensive help center, Join Pipedrive's channel program designed to power you with resources and tools for success, Easily build integrations with our API and reach over 90k companies in the Pipedrive Marketplace, Tick for more of our best how-to guides, templates and ebooks via email, sales managers earned an average salary of $132,290.
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