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    Introduction To Sales Management

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    vvishaljaswa
    The document discusses sales management concepts from Amity Global Business School. It defines sales management and outlines its objectives of understanding concepts like the evolution of sales, the role of sales managers, emerging trends, and skills needed. It notes that sales is the only activity that generates revenue. It then covers topics like the relationship between sales and marketing, sales concepts, the definition of sales management, and the close relationship between sales management and financial results. Finally, it discusses the evolution of sales management, emerging trends in the industry, important sales manager skills, and keys to sales professionalism.

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    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd

    Introduction To Sales Management

    Uploaded by

    vvishaljaswa
    145 views12 pages
    The document discusses sales management concepts from Amity Global Business School. It defines sales management and outlines its objectives of understanding concepts like the evolution of sales, the role of sales managers, emerging trends, and skills needed. It notes that sales is the only activity that generates revenue. It then covers topics like the relationship between sales and marketing, sales concepts, the definition of sales management, and the close relationship between sales management and financial results. Finally, it discusses the evolution of sales management, emerging trends in the industry, important sales manager skills, and keys to sales professionalism.

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    sales management

    Original Title

    Introduction to Sales Management

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    The document discusses sales management concepts from Amity Global Business School. It defines sales management and outlines its objectives of understanding concepts like the evolution of sales, the role of sales managers, emerging trends, and skills needed. It notes that sales is the only activity that generates revenue. It then covers topics like the relationship between sales and marketing, sales concepts, the definition of sales management, and the close relationship between sales management and financial results. Finally, it discusses the evolution of sales management, emerging trends in the industry, important sales manager skills, and keys to sales professionalism.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    145 views12 pages

    Introduction To Sales Management

    Uploaded by

    vvishaljaswa
    The document discusses sales management concepts from Amity Global Business School. It defines sales management and outlines its objectives of understanding concepts like the evolution of sales, the role of sales managers, emerging trends, and skills needed. It notes that sales is the only activity that generates revenue. It then covers topics like the relationship between sales and marketing, sales concepts, the definition of sales management, and the close relationship between sales management and financial results. Finally, it discusses the evolution of sales management, emerging trends in the industry, important sales manager skills, and keys to sales professionalism.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 12

    Amity Global Business School, Noida

    AMITY GLOBAL BUSINESS


    SCHOOL

    Amity Global Business School, Noida

    Learning Objectives

    To understand the concept of sales management


    Evolution of Sales
    Role of Sales Manager in business success
    Emerging Trends in sales management
    Skills of a successful sales manager
    Sales professionalism

    Amity Global Business School, Noida

    A sale is the act of selling a product or service in return for


    money or other compensation. It is an act of completion of a
    commercial activity.
    Sales is the only activity of the organization that generates
    revenue. All other activities are cost activities.
    Selling, in majority of the cases takes the results of the
    marketing activity and converts them into profitable revenue

    Amity Global Business School, Noida

    The Sales & Marketing

    Amity Global Business School, Noida

    Sales Concept

    Amity Global Business School, Noida

    Sales management is defined as the planning, direction and


    control of personal selling, including recruiting, equipping,
    assigning, routing, supervising paying and motivating as
    these tasks apply to sales force.
    - American Marketing Association

    Amity Global Business School, Noida

    Sales management and financial results are closely


    related .
    The sales managers control personal selling effort
    assuring sales department objectives are achieved.

    Amity Global Business School, Noida

    Evolution of Sales Management


    Prior to the Industrial Revolution, when small-scale businesses
    dominated the economic environment, the task of selling was
    relatively simple.(1760 AD)
    After Industrial revolution in U.K. and USA, the marketing function splits
    into selling and other functions like marketing research, advertising and
    physical distribution

    Amity Global Business School, Noida

    Emerging Trends in Sales Management


    Global Perspective
    Revolution in technology
    Access to information
    Customer Relation Practice
    Sales force diversity
    Team selling Approach
    Managing multi-channels
    Ethical and Social Issues
    Sales Professionalism

    Amity Global Business School, Noida

    Skills of a successful Sales Manager


    People Skills
    (Motivate,Lead,Communicate,Team,Mentoring)

    Managing Skills
    ( Planning.Organising,Controlling )
    Technical Skills
    (Training,Negotiation,Problem Solving,Selling)

    10

    Amity Global Business School, Noida

    Sales Professionalism
    Five Keys to Sales Professionalism and sales success
    1.
    Knows his products
    2.
    Establishes relationship with customer
    3.
    Fills the customers needs
    4.
    Accountable to his customers
    5.
    Maintains a professional attitude

    11

    Amity Global Business School, Noida

    Case let
    You are sales executive working with M/s Rajeev Motors Ltd.Your
    showroom stocks various models of Maruti Alto cars. You have been
    speaking to a prospect who is a senior executive in an MNC.He has
    told you that one of the reason why he is looking for a small car is
    that he has not be claiming car allowance from his company.
    He has a family of five persons, which includes his wife, three small
    children 9,7 and five years old and himself .He wants you to give
    him a stereo and other accessories free as these are being offered
    by another dealer. He is also particular about after sales service.
    What will you negotiate on?

    12

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