Nature of Sales Management

• Integration with the • Relationship • Varying sales

Marketing Management responsibilitie
Management. s.
 1. Integration with marketing
management

As sales management is a part of marketing management, sales planning should always be integrated with marketing
planning.

A company's marketing teamconsists of two basic groups

Field Selling (or personal Head Quarter Marketing
selling) team. Team
 Field selling teams are in their  Headquarter marketing team performs
territories (or branches, or regions) support and service functions and
contacting existing and prospective activities to assist or help field
customers. salespeople in their job.

• Promotion. Consists of advertising, sales promotion, public relations, publicity, and direct marketing.
• Marketing Research. Collecting and interpreting information on customers, competitors, products, markets and so on.
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Market logistics. Physical distribution of finished goods including warehousing, inventory, transportation and order processing.
• Customer Service. Pre-sales and post sales services as well as delivery service to existing and prospective customers.
• Coordination. Sometimes there is a need to coordinate between customers, company's salespeople, and production or
operations, by employing inside salespeople.
 2. Relationship Management

Relationship is an exchange, which is the process of obtaining a desired product or service from someone by offering
something in return .

Relationship management consists of three types.

Transactional selling Value added selling Collaborative Selling

 Where after the product or service is  The focus is on the salesperson  It is process of working with your buyers
sold, the customer is not contacted understanding the current and future in a joint process to identify needs,
again and hence the relationship is needs of customers correctly and evaluate how your solution benefits them
not extended. meeting them those needs better than and navigate through decision making
process. It's a side by side process
the competitors. dd a subtitle
instead of a head-on process
 3.Varying sales responsibilities

Selling includes a variety of sales jobs, which are different from one another. No two sales positions are similar. The
term sales representative will be used frequently..

Deliverer Order taker Sales Support People

 A person whose main responsibility is  A salesperson who acts mainly as an  A salesperson is expected to build
the delivery of product to household inside order taker, who responds to goodwill and educate the decider, instead
customers. customer demands of the purchaser or user of the product.
They support sales efforts

Transactional sellingTechnical sales support Technical sales

Solution support
vendor

 A salesperson with a high level of technical

 A salesperson whose expertise is in
knowledge. It is similar to professional consulting.
solving of a business
ddcustomer's
a subtitle
Sometimes the technical support person provides
problem, with the company's products
technical information as a part of team selling
and services. It is problem-solving
situation
selling.
Thank you

J a ni n e R . P e c an a
BS BA M M 3 - A