1 / 10

Sales Management

Sales Management. Introduction to Sales Management – Topic 2. Why Personal Selling is Important. Most Persuasive Most Expensive 10% of All Jobs Comparison (notes). What is Sales Management?. Definition What do they Do?. Why is this job challenging?. Financial Performance

indira-avery
Download Presentation

Sales Management

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Sales Management Introduction to Sales Management – Topic 2

  2. Why Personal Selling is Important • Most Persuasive • Most Expensive • 10% of All Jobs • Comparison (notes)

  3. What is Sales Management? • Definition • What do they Do?

  4. Why is this job challenging? • Financial Performance • Where the Rubber Meets the Road

  5. Managing Salespeople is Tough • Free Spirits • Best Salespeople are Very Important to the Firm • Develop New Business?? • Pay – for – Performance • Leadership is Essential

  6. Managing Within the Company? • Production • Supply Chain • Finance • Represent Customers

  7. Who are Sales Managers?

  8. What do they Do? • Selling – 29% • Admin – 25% • Service Coordination – 17% • Travel – 15% • Meetings – 14%

  9. Macro Challenges • Globalization • Short Product Cycles • Fewer Suppliers • Retailer Power • Relationship Selling

  10. Challenges Continued • Sales Teams • Inside Selling • Productivity Focus

More Related