Sales Management
Chapter1
Define management.
The organization and coordination of the activities of a business in order to achieve defined objectives. Management is often included as a factor of production along with‚ machines, materials, and money. Management consists of the interlocking functions of creating corporate policy and organizing, planning, controlling, and directing an organization's resources in order to achieve the objectives of that policy.
What are the key functions of management and the role of each function?
What are the steps in the Sales Management model?
Describing the Personal Selling Function -> Defining the Strategic Role of the Sales Function -> Developing the Salesforce -> Directing the Salesforce -> Determining Salesforce Effectiveness and Performance
What are the 7 characteristics of the Best Sales Organizations? Create a customer-driven culture throughout the sales organization and firm Recruit and hire the best sales talent Train and coach the right skill set Focus on key strategic issues: Segmenting accounts in meaningful ways and providing differentiated offerings to find, win, and retain customers. Implement formal sales and relationship- building processes Integrate sales with other businesses functions, especially marketing
Chapter 2
Define personal selling
Personal selling refers to interpersonal communication between buyers and sellers to initiate, develop, and enhance customer relationships.
What are the 4 key roles of salespeople and in what ways do salespeople accomplish those roles? Financial contributors Change agents: A change agent lives in the future, not the present; A change agent is fueled by passion, and inspires passion in others; A change agent has a strong ability to self-motivate; A change agent must understand people. Communication Agents Customer Value Agents
How do sales people add value?
•Customer and Market Knowledge
•Coordination (manage internal networks)
•Efficiency
Define management.
The organization and coordination of the activities of a business in order to achieve defined objectives. Management is often included as a factor of production along with‚ machines, materials, and money. Management consists of the interlocking functions of creating corporate policy and organizing, planning, controlling, and directing an organization's resources in order to achieve the objectives of that policy.
What are the key functions of management and the role of each function?
What are the steps in the Sales Management model?
Describing the Personal Selling Function -> Defining the Strategic Role of the Sales Function -> Developing the Salesforce -> Directing the Salesforce -> Determining Salesforce Effectiveness and Performance
What are the 7 characteristics of the Best Sales Organizations? Create a customer-driven culture throughout the sales organization and firm Recruit and hire the best sales talent Train and coach the right skill set Focus on key strategic issues: Segmenting accounts in meaningful ways and providing differentiated offerings to find, win, and retain customers. Implement formal sales and relationship- building processes Integrate sales with other businesses functions, especially marketing
Chapter 2
Define personal selling
Personal selling refers to interpersonal communication between buyers and sellers to initiate, develop, and enhance customer relationships.
What are the 4 key roles of salespeople and in what ways do salespeople accomplish those roles? Financial contributors Change agents: A change agent lives in the future, not the present; A change agent is fueled by passion, and inspires passion in others; A change agent has a strong ability to self-motivate; A change agent must understand people. Communication Agents Customer Value Agents
How do sales people add value?
•Customer and Market Knowledge
•Coordination (manage internal networks)
•Efficiency