topic 6

45問 • 1年前

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“the planning, direction and control of professional selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating to the personal sales force.” It is also often referred to as management of the personal selling part of a company’s marketing funct

sales management

According to ___ sales management is “the planning, direction and control of professional selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating to the personal sales force.” It is also often referred to as management of the personal selling part of a company’s marketing function

american marketing association

the only function in an organization that generates revenue or income for a company and hence it needs to be managed properly.

sales

Three key aspects of sales management

sales operations, sales strategy, sales analysis

four major branches (all interrelated) in successful sales management

top level policy planning, line and staff operational planning, organization, administration

Establishes a framework for policy within which sales objectives are achieved.

top level policy planning

Prepares procedures for controlling work quality and quantity.

line and staff operational planning

Setting up responsibilities and interrelations within the sales team

organization

Managing sales force recruitment, training, motivation, and control .

administration

Some objectives of sales management are as follows:

revenue generation, increase sales volume, sustained profits, organizational growth, market leadership, converting prospects to customers, motivate the sales force, compliment marketing activities

is someone who handles sales teams. He is responsible for mentoring and training sales representatives, besides hiring the right sales talent for the team

sales manager

Technique of a sales manager (1-10)

one-on-one coaching, encourage continued learning, use technology, streamline the sales process, establish a good company called culture, understand your sales team's differences, inspire your team, drive competition, get to know your team, build a winning sales team

Technique of a sales manager (11-20)

cultivate a winning sales team, identify sales team's barriers to success, help your sales team create effective sales plans

it is in your best interest to find ways to improve your company culture and provide your employees with some key things, including:

flexibility, professional development, reputation

is integral to your team becoming more productive, more confident and more skilled at sales

regular coaching

according to the Pew Research Center, rule the U.S. workforce. In fact, there are nearly 54 million of this generation’s people working, and they place a lot of importance on a company’s culture.

millennials

Inspiring Sales Managers are often described as:

energetic, appreciative, servant-hearted, accountable, honest

Here are few tips on how to create a successful sales competition: (3)

define a clear goals, keep it simple, have fun

can be defined as the ability to positively influence the actions and attitudes of the sales team to achieve or surpass their goals.

sales leadership

The R.O.I. Decision-Making Process consists of five steps:

weigh the importance of the decision, search relevant facts and information identify decision options use r.o.i. framework to compare option select best option

There are four components in selecting the best option:

eliminate high risk option eliminate low opportunity options weigh high investment options select the option that is closest to the ideal

5 main things to consider while taking any sales decision:

objective defining the process communication gather the data effectively look at the larger picture

The factors affecting the sales of a company’s products can be principally divided into two groups:

internal and external factors

These are the factors which essentially originate within the company and are, hence, in the company’s sphere of influence to control. These can also be termed as the company’s ‘response to market changes’. The growth is company’s sales volume is directly proportionate to the positive control the company is able to exercise over these factors.

internal factors

These internal factors affecting sales of a product include: (8)

conpany's product, marketing strategy of the company, marketing personnel of the company, technology and automation, presence in multiple formats especially in e-commerce, ability to tap digital footprints customers, availability of finances, integration with suppliers

can also be termed as ‘Macroeconomic Factors’ or ‘Market Changes’. These are the factors affecting sales of product due to interplay of broad economic, political, technological, and competition forces and can significantly affect the sales of the products of a company. They are well beyond the company’s influence to change. The company will have to make befitting strategic moves to respond to these chang

external factors

The external factors affecting sales are as follows:

consumers and institutional buyer expectations, economic cycle, laws and regulations, competitors market position, fragmentation and niche markets

are anything within the organisation and under the control of the company, no matter if they are tangible or, alternatively, intangible.

internal factors

are those factors outside, and under no control of, the company. Considering the outside environment allows organisations to make suitable adjustments to their marketing plan to make it more adaptable to the external environment.

external elements

There are numerous criteria which are considered to be external elements. Among them are some of the most important factors, which need to be listed, are:

Current economic situation, Laws, Surrounding infrastructure, Customer demand

are the results that a sales team aspires for, the targets that sales efforts are aimed toward

company or sales objectives

The main objectives of a small or very young business might be:

profit maximization survival profit satisfiscing sales force capability product focus customer focus

means making as much profit as possible

profit maximization

means making enough profit to keep the owners happy.

profit satisfiscing

The first Sales Objective we called

market coverage

metrics tell you how effectively sales selling effort is being applied

sales force capability

metrics report whether a sales force is selling the products and services that are deemed optimal to the company.

product focus

metrics reveal whether the sales force is attracting, retaining, and growing the company targeted customers.

customer focus

are the primary roles of the sales force.

generating income and revenue

This is a basic part of sales team management. Recruiting the best, as well as those who can fit into the company culture, is favored.

recruitment

Effective _____ of a sales force serves as the linchpin to engaging, relating to, and supplying the needs of the customers. ____ boosts the morale of the sales team. A well trained and supervised team achieves sales objectives and goals.

training and supervision

The way to drive your sales team to success is to motivate them, compensate fairly, and give incentives. In this way, the team meets sales targets in the most efficient way possible.

motivation and incentives

Sales force evaluation through sales results, product numbers and revenue reports are a key aspect of sales team management

evaluation

One fact is clear, customers prefer people they can relate to

personality and behavioral elements

Different Types of Salesforce Roles

Salesforce Administrator Salesforce Business Analyst Salesforce Developer Salesforce Functional Consultant Salesforce Platform Manager Salesforce Solution Architect Salesforce Technical Architect Salesforce Project Manager

Chap 1

Jake Matthew · 10問 · 1年前

Chap 1