Sales Management

Mktg 3
MID YEAR 2023
 AGENDA
W1 Classroom Policies /Grading System
W1 Introduction to Sales
Management
W2 Ethics in Sales Management
Sales Careers
W3 Strategic Roles of Sales
Management

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 Classroom Policies
1. Students are expected to observe good behavior and discipline and observe etiquette while
inside the classroom.

2. Attendance will be checked at every meeting. A student must complete 90% of the session in
order for him/her to be given credit attendance.

3. Academic expectations will be based on the student performance evaluations and weight total
and Final out-put criteria.

4. Students are expected to observe classroom procedures of entering and leaving the
classroom, requesting permission to speak, and using technology resources for group work,
discussions, and obtaining materials.

5. Communication/ concerns must be directed to the official group chat and or during class
hours.

6. No Special Examination will be administered unless an excuse letter from parent/ guardian or
medical certificate noted by the guidance counselor and class adviser is presented.

7. Requirements are to be submitted/presented on time. Failure to submit assignments is

equivalent to a grade of 5.0.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

GRADE EVALUATION
SUGESSTED STUDENT PERFORMANCE EVALUATION

MID TERM GRADE

Activities, Output 25%

(Oral presentation, Reflective Writing, Simulation and Exercise etc.

Quizzes 25%
Attendance and Punctuality 10%
Recitations 10%
(Student’s response to teacher-posted comprehension questions.
Student’s reflection on class-required readings.)

Term Exam 30%

TOTAL 100%

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Sales Management
-the management of activities and processes
relating to the effective planning,
coordination, implementation, control, and
evaluation of an organization's sales
performance.
Sales Management Process
• Conception – What will be offered?
•Planning – How?
•Execution – When and at what pace and scale?
•Control – How will feedback and contingencies be acted upon?
•Feedback – How we have to integrate and reply back activity to activity?

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Objectives of Sales Management
 Sales Volume
Contribution to Profits
Continuing growth
Planning
Proper allocation of resources

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 Sales Management VS Personal Selling,
Professional Salesmanship
a) Sales Management directs the personal selling efforts
b) Which in turn is implemented largely through salesmanship
c) Sales Management directs all different marketing options to be planned and organized to
achieve profits and more customers.
d) Personal selling is a broader concept than salesmanship, personal selling is the art of
successfully persuading prospects or customers to buy a product or services from which
they can derive suitable benefits, thereby increasing their total satisfaction.
e) Salesmanship is a seller-initiated effort that provides prospective buyers with information
and other benefits, motivating or persuading them to decide in favor of the seller’s product
or services.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Personal Selling in the Context of Marketing Mix
oBasicallt the nature of personal selling is derived from the
marketing mix.
oWe cannot do selling without a product, price, promotion,
and place
oThese ingredients are a variety called 4Ps especially when
they relate to a tangible product.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 Evolution of Marketing and the Marketing Concepts
•Traditionally, the roots of modern marketing have been traced to the 1950s, when the marketing concept
was first articulated.
•In the 1950s, leading forms presumably embraced the customer-oriented marketing concept.
•However, recent historical analysis provides strong evidence that marketing activities and customer
orientations were commonplace in firms much earlier than the 1950s in the United States, Germany, and
England.
•The Production Concept – Holds that consumers will favor products that are available and highly
affordable. This concept is one of the oldest orientations that guide sellers.
•The Product Concept – The product concept holds that consumers will favor products that offer the most
in quality, performance, and innovative features.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 Evolution of Marketing and the Marketing Concepts
• The Selling Concept- holds that consumers will not buy enough of the firm’s products unless it undertakes
a large-scale selling and promotion effort.
•The Marketing Concept – holds that achieving organizational goals depends on knowing the needs and
wants of the target market and delivering the desired satisfaction better than competitors do.
•Holistic marketing Concept – is based on the development, design and implementation of marketing
programs, processes, and activities that recognize their breadth and interdependencies .
Relationship Marketing
Integrated Marketing
Internal Marketing
Performance Marketing

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Evolution of Marketing and the Marketing Concepts
•The Societal Marketing Concept – are questions whether the pure marketing concept
overlooks possible conflicts between consumer’s short-run wants and concumer’s long –run
welfare.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Ethics in Sales Management
Ethics – A set of moral principles and values
that governs the behavior of a person or group
with respect to what is right and wrong.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

What is Ethical Behavior?
1. Being honest
2. Maintaining confidence and trust
3. Following the rules
4. Conduct yourself in a proper manner
5. Treat others fairly
6. Loyalty to company and associates
7. 100% effort

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Ethical Delema in Sales Management
There is no uniform codification of ethics so differences
and dilemmas about proper behavior can occur.
A situation when all of the choices for a solution to a
problem have some element that could create negative
ethical or personal consequences.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 Ethical Issues in Sales
Management and Legal What Ethical
Frame Behavior?
Economic Responsibilities Organizations are composed of
-Produce Goods and Services individuals. These individuals’ morals and
-Maximize Profits ethical values help shape those of the
organization.
-Act with equity fairness and impartiality
-Respect the rights of individuals

- The individual’s role

Legal Responsibilities
- The organization’s role
-Fulfill their Economic Goals Within a Legal Framework
-Voluntary and guided by the company
-Desire to make social contributions

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Three main ethical areas
most frequently faced by
sales personnel
*Cheating
*Contests
*Holding Sales
1.Salespeople *Overloading Customers

2.Employers • Bribe or Gifts

• Offering
• Buyer Orginated
3.Customers • Misrepresentation
• Sales Puff vs. Statement of
Facts
• Legal Ramifications

MKTG 3 SALES MANAGEMENT MID YEAR 2023

How to Stay Legal
Know capabilities and Avoid exaggerated products
characteristics of company safety claimes
products and services
Know FDA approval and by laws
Statement s praise vs. statement
of fact Keep current with designs anc
changes and revisions
Educate customers before the
sales Avoid opinions stick to testing
statistics
State product capabilities
accurately Never overstep authority
(pricing and policy)
Know technical specifications

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Sales Management Strategies
The art of meeting the sales targets
effectively through meticulous planning
and action.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Mutual Ethical Responsibilities
 Price Discrimination
Customer s who buys similar
quantities should receive same
pricing
Exclusive Dealership
Purchase from one
manufacturer

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 Sales Management
POINTS OF STRATEGIES
IDENTIFY GOALS AND OBJECTIVES OF THE SALES TEAM
Be clear on your sales targets. Make sure the targets are realistic and achievable. Also assign a fixed timeline to achieve the targets.

KNOW YOUR PRODUCT WELL. UNDERSTAND WHAT BENEFITS END-USERS WOULD GET FROM YOUR BRAND
The marketers must interact with customers to find out more about their expectations from the product as well as the organization. One would
not be able to convince the customers unless and until he himself is clear about the benefits of the products.

HIRE THE RIGHT INDIVIDUALS FOR THE SALES TEAM

Remember sales professionals have a major role in the success and failure of organizations. Recruit individuals who are aggressive, out-of-the-
box thinkers and nurture the dream of making it big in the corporate world. Make the sales representatives very clear about their roles and
responsibilities in the team. Developing lucrative incentives and monetary benefits go along way in motivating the sales team.

IDENTIFY YOUR TARGET MARKET

Selling techniques and strategies can’t be same for all individuals. Each audience has different needs, interests and requirements.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

Sales Management
POINTS OF STRATEGIES
DON’T LIE TO YOUR CUSTOMERS. IT IS IMPORTANT TO MAINTAIN TRANSPARENCY
Communicate what all your product actually offers. It is unethical to make false promises. Only commit to what you
actually can deliver to the customer.

KNOW WHAT YOUR COMPETITORS ARE OFFERING

It is essential to do a competitor analysis of your organization to know its SWOT. A good Sales Manager must know
how his product is better than his competitors.

SALES REPRESENTATIVE MUST DO THEIR HOMEWORK BEFORE GOING FOR A SALES CALL
One should never go unprepared. Remember the customer can ask you anything and you have to be ready with
your answers. The management must promote training sessions at the workplace to upgrade the skills of the sales
professionals and expect them to deliver their level best.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 Sales Management
POINTS OF STRATEGIES
DEVISE STRATEGIES AS PER THE TARGET AUDIENCE
Know your market well. The individuals must be able to relate to your products. The strategies must be formulated in the presence of all. Each
one should have a say in the same. Let everyone come out with his suggestions. Be ready with alternative plans if one plan fails
THE MANAGEMENT MUST CONDUCT FREQUENT MEETINGS WITH THE SALES TEAM TO REVIEW THEIR PERFORMANCE
Keep track on their daily activities. The sales team must prepare Daily Sales Reports (DSR) for the superiors to know what they are up to.

ONE MUST ASSESS HIS OWN PERFORMANCE

Recall your interactions with the client and analyze where you went wrong and where things could have been a little better

TREAT YOUR CUSTOMERS WELL FOR HIGHER CUSTOMER SATISFACTION AND RETENTION
Don’t oversell. Once you are through with your sales presentations, don’t be after your client’s life. Give them time to think and decide.

THE SALES PITCH MUST BE IMPRESSIVE

For the desired impact

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 GROUP
ACTIVITY 1
MECHANICS:
TITLE: ETHICAL AND LEGAL ISSUES
1. Have you ever been sold a product that you don’t need? 1. Two Groups to perform/ present activity
2. Have you been happy about that product? number 1
2. The presentation is based on actual experienced
3. Do you believe that it is ethical to insist on customers? and current issues by the FDA.
3. Each group is given 15 to 20 mins to present.
4. Should the salespeople do that you have noticed until now during 4. Each group must submit their activity in Word
you past shopping experiences? format with the title page, leader, members.
5. How should the salesperson convince the customer?
and the contents with citations.
5. Leaders must grade their members at 10/20 pts
6. Should the salesperson be talkative? as the maximum and it is the leader’s
discretionary in giving points to the member’s
7. What do you think about the FDA , do you think they consistently effort contribution
monitor legit products in the market?
8. Cite a company that is undergoing litigation by the FDA and discuss
the issues.

MKTG 3 SALES MANAGEMENT MID YEAR 2023

 GROUP
ACTIVITY 2
1. Formulate your own competitor’s analysis?
MECHANICS:
2. Select at least four companies that have the TITLE: COMPETITORS’ ANALYSIS AND DESIGNING
same product offerings? STRATEGY
1. Two Groups to perform/ present activity number.
3. Identify the Strength and weaknesses. 2. The presentation is based on actual experienced and
current issues by the FDA.
3. Each group is given 15 to 20 mins to present.
4. Create a sales strategy under their weaknesses. 4. Each group must submit their activity in Word format with
the title page, leader, members. and the contents with
5. Identify the potential development of their citations.
strength. 5. Leaders must grade their members at 10/20 pts as the
maximum and it is the leader’s discretionary in giving
points to the member’s effort contribution

MKTG 3 SALES MANAGEMENT MID YEAR 2023

The way to get
started is to quit
talking and begin
doing.
Walt Disney
Thank you