logging in or signing up Introduction to Sales Management aSGuest85520 Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: Embed: Flash iPad Dynamic Copy Does not support media & animations Automatically changes to Flash or non-Flash embed WordPress Embed Customize Embed URL: Copy Thumbnail: Copy The presentation is successfully added In Your Favorites. Views: 1386 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: February 09, 2011 This Presentation is Public Favorites: 1 Presentation Description No description available. Comments Posting comment... By: mactoriie (24 month(s) ago) i think it is a briliant presentation.I would be greatful if i can procure a copy. Umashankar Mukherjee firstname.lastname@example.org Saving..... Post Reply Close Saving..... Edit Comment Close By: saleemunnisaabhi (28 month(s) ago) send presentations to my mail Saving..... Post Reply Close Saving..... Edit Comment Close Premium member Presentation Transcript Slide 2: P ART I I NTRODUCTION TO S ALES M ANAGEMENTSlide 3: C HAPTER 1 S ALES M ANAGEMENT: I TS N ATURE, R EWARDS, AND R ESPONSIBILITIESSlide 4: Provide you with an overview of a sales manager’s job. Introduce you to the various types of sales managers and the skills required of them. Discuss what a new manager experiences when promoted from a sales job. L EARNING O BJECTIVES A career in sales management is exciting and unique and provides numerous opportunities. This chapter will do the following:Slide 5: W HAT IS S ALES M ANAGEMENT? Sales management is the attainment of sales force goals in an effective and efficient manner through: Planning Staffing Training Leading Controlling organizational resourcesSlide 6: FIGURE 1.1 THE SALES MANAGEMENT PROCESS Sales Management FunctionsSlide 7: P LANNING The conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them.Slide 8: FIGURE 1.1 THE SALES MANAGEMENT PROCESS Sales Management FunctionsSlide 9: S TAFFING Activities undertaken to attract, develop, and maintain effective sales personnel within an organization.Slide 10: FIGURE 1.1 THE SALES MANAGEMENT PROCESS Sales Management FunctionsSlide 11: S ALES T RAINING The effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment.Slide 12: FIGURE 1.1 THE SALES MANAGEMENT PROCESS Sales Management FunctionsSlide 13: L EADING The ability to influence other people toward the attainment of objectives.Slide 14: FIGURE 1.1 THE SALES MANAGEMENT PROCESS Sales Management FunctionsSlide 15: C ONTROLLING Monitoring sales personnel’s activities, determining whether the organization is on target toward its goals, and making corrections as necessary.Slide 16: FIGURE 1.1 THE SALES MANAGEMENT PROCESS Sales Management FunctionsSlide 17: Sales Management is the attainment of sales goals in an ethical , efficient, and effective manner.* * Instructor added word ethical. S ALES P ERFORMANCESlide 18: FIGURE 1.2 THE SYSTEMS VIEW OF AN ORGANIZATION EXTERNAL ENVIRONMENTSlide 19: Organization is a social system that is goal directed and has a deliberated structure. Social means being made up of two or more people. Deliberated structure means the tasks are divided, and the responsibility for their performance is assigned to organization members. Goal directed means an organization is designed to achieve some outcome.Slide 20: Organizational effectiveness is the degree to which the organization achieves a stated objective. Organizational efficiency refers to the amount of resources used to achieve an organizational goal. M AJOR P ARTS OF AN O RGANIZATIONAL S YSTEMSlide 21: FIGURE 1.3 SALES LEADER LEVELS IN THE ORGANIZATIONAL HIERARCHY Regional Sales Leader CEO President Vice President of Marketing National Sales Leader Zone Sales Leader District Sales Leader Assistant District Sales Leader Nonmanagerial Salespeople Sales Trainee Salesperson Key AccountSlide 22: FIGURE 1.4 PERCENTAGE OF TIME SPENT ON FUNCTIONAL ACTIVITIES BY ORGANIZATIONAL LEVEL Top Managers Middle Managers First-Line ManagersSlide 23: Sales Trainee Salesperson Key Account Salesperson District Sales Manager Regional Sales Manager Zone Sales Manager National Sales Mgr. Vice President of Marketing President FIGURE 1.5 A SALES PERSONNEL CAREER PATHSlide 24: S ALES M ANAGEMENT S KILLS 1. C ONCEPTUAL AND D ECISION S KILLS Refer to the cognitive ability to see the organization as a whole and the relationships among its parts. 2. P EOPLE S KILLS Involve the ability to work with and through other people and to work effectively as a group member. 3. T ECHNICAL S KILLS The ability to perform a specialized task that involves a certain method or process.Slide 25: P ROMOTION F ROM S ALESPERSON TO S ALES M ANAGER Changes that occur when a person becomes a new manager: Perspectives change Goals change Responsibilities change Satisfaction changes Job skill requirements change Relationships changeSlide 26: FIGURE 1.6 RELATIONSHIP OF CONCEPTUAL AND DECISION, PEOPLE, AND TECHNICAL SKILLS TO SALES LEADER LEVELSlide 27: T HE P ROMOTION E XPERIENCE Phase One – Immobilization Phase Two – Minimization or Denial of Change Phase Three – Depression Phase Four – Acceptance of Reality Phase Five – Testing Phase Six – Searching for Meanings Phase Seven – InternalizationSlide 28: P ROBLEMS N EW M ANAGERS E XPERIENCE Lack of preparation for the job. Expected to step into the job and immediately function effectively. Often lacks an immediate peer group.Slide 29: M AKING A S UCCESSFUL T RANSITION TO M ANAGEMENT Have a learning attitude – a willingness to learn, change, adapt, and seek help when needed. Having realistic expectations. Leave the old job behind.Slide 30: T HE B OTTOM L INE Skilled sales managers are the key to a successful organization. Sales managers have five functions that, when combined, can allow them to achieve the goals desired by higher levels of management. The various types of sales managers can be broken down into the categories of vertical and horizontal. Most corporations hire a person who cannot only sell but who also shows the potential to one day become a sales manager. You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.