27-12-2012, 04:54 PM
Overview of Sales Management and the Selling Environment
Overview of Sales Management.ppt (Size: 763 KB / Downloads: 26)
Sales Management in the 21st Century
Building long-term relationships with customers
Creating more nimble and adaptable sales organizational structures
Removing functional barriers within the organization to create greater job ownership and commitment from salespeople
Shifting sales management style from commanding to coaching
Leveraging available technology for sales success
Integrating salesperson performance evaluation to incorporate all activities and outcomes
Innovation
Classical selling involved . . .
Transaction Selling – a series of transactions, each one involving separate organizations entering into an independent transaction.
The contemporary shift . . .
Relationship Selling – narrowing the vendor pool, improving efficiencies, working directly with customers to solve problems. In general, salespeople are asked build relationships.
Technology
Constant accessibility to people/data via computers and mobile phones
Interactive web presences
Just-in-Time (JIT) delivery
Electronic Data Interchange (EDI) in manufacturing
Efficient Customer Response (ECR) in retailing
Customer Relationship Management Software (CRM)
Intranets for internal communication
Extranets to serve all stakeholders
Globalization – bridging the culture gap
View customers in terms of ethnic core values
Get in sync with customer business practices
Follow customers’ lead
See others honestly
Adopt the perspective of other cultures
Ethics
Customer loyalty is impossible to maintain without trust
Long term relationships require higher ethical standards
Federal Sentencing Guidelines designed to punish unethical firms
Sales Management Process
The formulation of a sales program
The implementation of the sales program
The evaluation and control of the sales program
Environmental Impact on Selling
Environmental forces constrain the ability to pursue certain marketing strategies or activities
Environmental variables determine the ultimate success or failure of marketing strategies
Changes in the environment create new marketing opportunities
Environmental variables are affected by marketing activities