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    SDM

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    Imaad Imtiyaz

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    SDM

    Uploaded by

    Imaad Imtiyaz
    11 views50 pages

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    11 views50 pages

    SDM

    Uploaded by

    Imaad Imtiyaz

    Copyright:

    © All Rights Reserved
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    of 50
    —=q SALES - DEFINITION Asale is the pinnacle acti involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity. Sales is everything that you do to close the sale and get a signed agreement or contract. — ay MARKETING - DEFINITION “Marketing is the process associated with promotion for sale goods or services. @ = Itis considered a “social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging products and values with others.” %@ Itis an integrated process through which companies create value for customers and build strong customer relationships in order to capture value from customers in return. @ Marketing is used to create the customer, to keep the customer and to satisfy the customer. With the customer as the focus of its activities, it can be concluded that marketing management is one of the major components of business management. @ The evolution of marketing was caused due to mature markets and overcapacities in the last decades. Companies then shifted the focus from production more to the customer in order to stay profitable. DIFFERENCE B/W SALES & MARKETING > Sales starts with seller & is preoccupied all the time with the needs of the seller. > Emphasizes on saleable surplus available with the company. >Secks to convert products in to cash. > Views business as — goods producing process. Sales views the customer as the last link in the business. Marketing starts with the buyer and focuses constantly on the needs of the buyer. “Emphasizes on identification of market opportunity. ‘Seeks to convert customer needs in to products. Views business as — a customer satisfying process. Marketing views the customer as the very purpose of business. o EVALUATION OF SALES MANAGEMENT AO — =a; EVALUATION OF SALES MANAGEMENT * The history of salesmanship is an old as human civilization —-Paul Herman. * Sales people were not held in high esteem by the society. * Scene before industrial revolution begins. * Scene before Industrial revolution started. * The techniques of modern sales management and selling techniques were refined by John Henry Patterson — Father of Modern Sales Management. ——] EVALUATION OF SALES MANAGEMENT Newly Proposed Mating Eas HP RERRF NODS 190s 19005 1s ISDS 96S BRS 1S80 10-2000 2000 Presrt — SALES MANAGEMENT —ay SALES MANAGEMENT QO DEFINITION: Sales management originally referred exclusively to the direction of sales force personnel and lately the term transformed into broader aspect in addition to the management of personnel selling. In general view Sales Management refers the management of overall marketing activities such as advertising, sales promotion, marketing research, physical distribution, pricing and product merchandising. eT scr — SALES MANAGEMENT QO According to American Marketing Association : Sales management refers “The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force”. —aay TERNATIONAL SALES MANAGEMENT Q The multinationals and other companies with foreign production and marketing operations look to sales management to implement sales related marketing policies in each national market. International sales managers have to guide and coordinate the efforts of the sales organization in countries where the company does aia E-2-3 €=2- International Sales Management ——y SALES MANAGEMEN Work can be categorized as. aa) Administrative activities, reports etc Planning, scheduling business calls etc. )} Client calls, business generation activities etc. — OBJECTIVE OF are SALES Monagener MANAGEMENT C=) (aie) ee) aA — a a as OBJECTIVE OF SALES MANAGEMENT + Following are the three general objectives of sales management:

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