SALES

Page 1: Overview

  • Coffee & Campus

Page 2: Sales Management

Definition

  • Sales management involves planning, direction, and control of sales activities, including recruiting, training, and motivating the sales force.

Types and Roles of Sales Managers

  • Sales management roles vary from supervisory positions to those akin to marketing managers.

  • Responsibilities include monitoring changes in the macro environment and adapting sales strategies.

Responsibilities and Duties

  • Sales managers estimate market potential and structure the sales force.

  • Management of the sales force's training includes utilizing technology for enhanced learning.

  • Focus on motivating sales personnel to achieve organizational goals.

Evolution of Sales Management

  • The definition of marketing evolved in 2004 to encompass customer relationship management.

  • Sales managers must adapt to stakeholders' needs and macro environmental factors affecting sales.

Challenges

  • The Peter Principle highlights the challenge of promoting successful salespeople to management roles without adequate training.

  • Shortcomings in training and a lack of focus on long-run customer relationships can hinder effectiveness.

Page 3: Adapting Sales Management

New Skills for Sales Managers

  • Must develop closer customer relationships and view salespeople as equals.

  • Require knowledge in marketing, finance, and new technologies.

Ethical Considerations

  • Ethics in sales management entails managing sales functions morally, navigating ignorance, naivety, and powerlessness in customer interactions.

Page 4: Ethics in Sales Management

Codes of Ethics

  • Different codes define ethical practices for employees, professionals, and business associations.

Moral Philosophies

  • Idealism, Deontological ethics, Relativism, and Situational ethics describe how moral decisions are made.

Creating Ethical Climates

  • An ethical work climate influences employee behavior and trust, and it is affected by organizational policies and peer behavior.

Sales Pressure and Ethics

  • Bottom-line sales emphasis can create ethical dilemmas in decisions made by sales managers.

Page 5: Legal Issues in Sales

Price Manipulation

  • Price fixing and exclusive dealing are illegal under various acts.

  • Guidelines against unethical sales practices and misrepresentation.

Business Defamation

  • Includes slander and libel, both damaging statements about competitors.

Ethical Stress in Sales

  • Ethical dilemmas occur due to ambiguity and conflict in decision-making processes.

Page 6: Sales Process Overview

Sales Prospecting

  • Steps in finding and qualifying leads based on need, authority, and financial eligibility.

Pre-Approach

  • Prenotification (contacting prospects) to set up meetings and pique interest.

Presentation Techniques

  • Adaptive vs. canned selling techniques to engage potential buyers.

Objection Handling

  • Differentiating between valid and invalid objections to tailor responses effectively.

Page 7: Closing the Sale

Closing Techniques

  • Various methods to secure agreement from prospects:

    • Ask-for-help close

    • Choice close

    • Puppy dog close

    • Assumptive close

Follow-Up

  • Importance of maintaining contact post-sale for customer retention and satisfaction.