Nature & Scope of Sales Management.pptx - Free download as Powerpoint Presentation (.ppt / .pptx), PDF File (.pdf), Text File (.txt) or view presentation slides online. In the early ‘90s, customer relationship management gained credence and a boom in the software development market introduced Sales Force Automation for organizations, which improved the sales processes and increased the efficiency. The art of meeting and exceeding the sales goals of an organization through effective planning, controlling, budgeting and leadership refers to sales management. If you continue browsing the site, you agree to the use of cookies on this website. Because there are so many moving parts within an organization, the sales management process needs to be fully grasped to ensure each “aspect” of the collective sales effort is operating efficiently.. Managing Director at Subarna Match Factory Pvt Ltd, Senior Manager at smmart Training & Consultancy Services Pvt. 1. Sales management is also headed in that direction. Ultimately, penetration levels can be decided on the basis of sales volume achieved. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. An Introduction to Sales Management 1. Actions. 9. thestreak 21 Feb 2019 3 Comments. Clipping is a handy way to collect important slides you want to go back to later. Sales management facilitates the directions of activities and functions which are involved in the distribution of goods and services. Small scale enterprises dominated the scene. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force. 1. SDM-Ch.1 3 Evolution, Nature and Importance of Sales Management Evolution of Sales Management • Situation before industrial revolution in U.K. (1760AD) • Situation after industrial revolutions in U.K., and U.S.A. • Marketing function splits into sales and other functions like … Sales promotion developing the sales promotion plan, No public clipboards found for this slide. A sales manager is responsible for … If you continue browsing the site, you agree to the use of cookies on this website. Get the plugin now. Evolution of Sales Management As old as human civilization Bronze age salespeople carried wooden boxes(26 inches long) containing axe, sword, buttons etc. ©2019 Sales Evolution… Scribd is the world's largest social reading and publishing site. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. You can change your ad preferences anytime. ... Evolution of Sales Management. To use the grandfather of operations-related software, MRP, as a comparison, material requirements planning (MRP) started as a system for planning raw material requirements in a manufacturing environment. If you continue browsing the site, you agree to the use of cookies on this website. Transport Management includes packing, warehousing, and transportation by rail, road, and air.. Distribution Management includes marketing, market research, price-determination, taking market­ risk and advertising, publicity, and sales promotion.. Office Management includes activities to properly manage the layout, staffing, and equipment of the office. Ltd, smmart Training & Consultancy Services Pvt. Remove this presentation Flag as Inappropriate I Don't Like This I like this Remember as a Favorite. See our Privacy Policy and User Agreement for details. In 1908, Frederick Winslow Taylor applied his ‘Scientific management’ principles to find out how the work potential of … Achieving sales volume is the first objective of Sales. 1. Looks like you’ve clipped this slide to already. Sales Management Introduction to Sales Management 2. It’s impossible to get ahead when every single task requires direct interaction. Functional Area ² Sales management represents one of the most importa nt functional areas of management. Now customize the name of a clipboard to store your clips. See our User Agreement and Privacy Policy. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. The first one notices the market declining and decides to manage that over everything else. The sales-management objectives of a business firm, generally relate to the areas of (i) achieving sufficient sales-volume, (ii) providing sufficient profit, and (iii) experiencing continuing growth. To know more about Welingkar School’s Distance Learning Program and courses offered, visit: http://www.welingkaronline.org/distance-learning/online-mba.html This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright. Phase Three Now, standardized, rational rules were implemented. Evolution of Marketing Concept (With Diagram) ... profit oriented and applies modern management practices to all sales, distribution and other marketing functions. The only problem was to produce goods for A significantly broader meaning is assigned to Sales Management recently to the extent it encompasses following two broader areas. 1945-The end of second world war. The word “volume” is critical because whenever a product sales start, the market is supposed to be a virgin market. It began since the period man saw the need to live in groups. Sales Force Automation. A sales CRM is a foundational tool for modern sales organizations. An information system is a combination of processes, hardware, trained personnel, software, infrastructure and standards that are designed to create, modify, store, manage and distribute information to suggest new business strategies and new products. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. (1908 – 1914) – Rise Of Taylorism And Scientific Management Principles . Let us go through some sales management strategies: Identify goals and objectives of the sales team. Now customize the name of a clipboard to store your clips. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime. Sumit Thakur MBA Sales Management Seminar and PPT with pdf report: Sales Management has two schools of thought: Sales as an ART and Sales as SCIENCE. Sales Management & Business NATURE AND SCOPE Sales Management form part of Marketing Management and not the other way round. Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. Businesses that thrive execute one thing very well: sales management. 1. It is a managerial philosophy and organizational structure that centres on the desires of the consumers. Outsourcing Sales Team Management Sales Evolution can also apply its profiling, hiring, training, goal-setting and reinforcement training models while acting as your company’s sales manager. At the risk of grossly oversimplifying history, the evolution of sales can be grouped into four eras: The pre-industrial revolution period, production oriented period, sales oriented period, and customer oriented period. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. See our Privacy Policy and User Agreement for details. The owner found a strong sales manager to replace the Gallup pollster and evolved to phase three sales management. Managing the Sales ForceSales Management & Sales Force Management 1Business - Chapter 1 Chapter 1. See our User Agreement and Privacy Policy. When it comes to sales management, you’re likely to come across two kinds of managers. Market Evolution found in: Ppt Theme Evolution Of 5 Stages Marketing Plan Communication Skills PowerPoint Design, Business Evolution Business Ppt PowerPoint Presentation Ideas Templates, Market Evolution Ppt Layout Powerpoint Show.. It is an act of completion of a commercial activity. Process of Sales Management. Sales Management helps the organization to achieve the sales targets efficiently. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. It Sales Management & Business NATURE AND SCOPE Sales Management form part of Marketing Management and not the other way round. As opposed to old-fashioned methods like cold calling and door-to-door, sales reps are now equipped with much more efficient ways to … The Adobe Flash plugin is needed to view this content. The sales force may communicate effectively with the other departments of the company if it is a well-planned organisation and … Period of recoveryProduction Oriented. State the difference between marketing and sales management; Describe the evolution of sales department. But this controversy is invalid since sales personnel can be trained / hostler for selling. Here’s a timeline of how performance management evolved over the last century. Evolution of Sales Management: Evolution of Sales Management Prior to industrial revolution, not much emphasis was given on sales. Thus there needs to be optimum penetrationso that the product reaches all corners of the region targeted. 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