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.