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Modern Sales Management Strategies

This document discusses key topics in modern sales management and the selling environment, including building long-term customer relationships, adopting more flexible sales structures, and shifting from commanding to coaching leadership. It also outlines the sales management process of formulation, implementation, and evaluation/control. Additional sections cover goals, personnel, financial resources, production capabilities, services, R&D, technology, environments, and key terms in sales management.

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aleesameer
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18 views18 pages

Modern Sales Management Strategies

This document discusses key topics in modern sales management and the selling environment, including building long-term customer relationships, adopting more flexible sales structures, and shifting from commanding to coaching leadership. It also outlines the sales management process of formulation, implementation, and evaluation/control. Additional sections cover goals, personnel, financial resources, production capabilities, services, R&D, technology, environments, and key terms in sales management.

Uploaded by

aleesameer
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

Overview of Sales Management and

the Selling Environment

Management of the Modern


Sales Force
Marketing 6228
Sales Management in the 21st
Century
 Building long-term relationships with
customers
 Creating more nimble and adaptable sales
organizational structures
 Removing functional barriers within the
organization to create greater job
ownership and commitment from
salespeople
Sales Management in the 21st
Century

 Shifting sales management style from


commanding to coaching
 Leveraging available technology for sales
success
 Integrating salesperson performance
evaluation to incorporate all activities and
outcomes
Key Themes
 Innovation – thinking outside the box
 Technology – broad spectrum of tools
available to salespersons
 Leadership – capability to make things
happen
 Globalization
 Ethics
Sales Management Process
 The formulation of a sales program
 The implementation of the sales
program
 The evaluation and control of the
sales program
Goals/Objectives/Culture
 Mission and objectives drive
customer management approaches
 A well-defined mission + successful
corporate history + top management
values = strong corporate culture
Personnel
 Modern sales organizations are highly
complex and dynamic
 Often difficult to expand to take
advantage of growing markets
 Utilizing outside specialists can help firms
meet need to expand
Financial Resources
 Lack of financial resources can:
 constrain ability to develop new
products
 limit promotional budget
 limit size of sales force
Production and Supply Chain
Capabilities
 Production capacity
 Location of production facilities
 Transportation costs
 Ability to ensure seamless
distribution and service after the sale
Service Capabilities
 Opportunity for strong competitive
advantage
 Difficult for other firms to compete
for same customers
 Customers reluctant to switch
regardless of price
R&D and Technological
Capabilities
 Excellence in design and engineering
provide major promotional appeal
 Ability to communicate technological
sophistication as value-add helps
prevent over-reliance on price to get
sales
Key Terms
 transactional selling •external environment
 relationship selling • economic environment
 leading versus
• legal and political
 managing
• environment
 sales management
• technological environmen
 sales management process
 formulation • social and cultural
 Implementation • environment
 evaluation and control • natural environment
 internal (organizational)
environment
•ethics
 corporate culture •demarketing
 discontinuous change
Forecasting
Sales Forecasting and

Budgeting

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