PRESENTATION ON RECENT

TRENDS IN SALES
MANAGEMENT

SUBMITTED TO – PRESENTED BY-

Dr. Amitabh Pandey KUMAR ADITYA
(Associate Proffessor) PG/25/043
RECENT TRENDS IN SALES
MAMAGEMENT
To be successful in a changing market environment, it is important that sales managers
understand the importance of emerging trends in the following areas.
1. Social Selling
2. Automation & Artificial Intelligence
3. Big Data & Advanced Analysis
4. Outsourcing The Sales Function
5. Sales Force Diversity
6. Managing Multi- channels
1.Social selling
- Social selling is when sales people use social media to find and engage
with new prospects.
- social selling is the art of using social media to find, connect with,
understand and nurture sales prospects.
- sales people use social media to provide value to prospects by answering
questions, responding to comments and by sharing content throughout
the buying process- from awareness to consideration, until a prospect is
ready to buy.
2. Sales Force Diversity
- The demographic characteristics of sales force is changing and become
more varied.
- For example more and more women are taking up careers in sales
management and selling.
- sales manager now have to handle a sales force of these varied demographic,
expectations of each and every individual is different and sales manager needs to use
different motivational tools against each one of them.
3. Automation & Artificial Intelligence
- AI quickly parses and identifies subtle buying patterns to help sales teams
determine what to do next and which potential customers are most likely
to buy.
- AI will streamline the sales process and help increase the productivity of
your salespeople.
- Analyzing the mega data with less time usage can ease up sales strategies
and provide an ample amount of selling time.
4. Big Data & Advanced Analytics
- Finding the growth in micro markets.
- cross- and up-selling potential or at risk of churning and lead scoring and
account prioritization.
- sales analytics and software tools help sales managers to generate
information based on big data and so to profit from it.
5. Outsourcing The Sales Function
- Sales outsourcing can help you target new or underserved markets.
- Outsourcing sales operations can help you leapfrog technology
constraints.
- Sales outsourcing services can improve omnichannel customer
engagement.
- A sales outsourcing team can provide expertise.
- outsourcing lowers the cost of sales.
6. Managing Multi Channel Sales
Multi-channel marketing system occurs when organization uses two or more
marketing channels to target one or more customer segments.
Major benefits of multi-channel marketing system are:
1. lower channel cost
2. increased market coverage
3. customized selling
THANK YOU