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Sales Management

Sales Management. Introduction to Sales Management – Topic 2. Why Personal Selling is Important. Most Persuasive Most Expensive 10% of All Jobs Comparison (notes). What is Sales Management?. Definition What do they Do?. Why is this job challenging?. Financial Performance

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Sales Management

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  1. Sales Management Introduction to Sales Management – Topic 2

  2. Why Personal Selling is Important • Most Persuasive • Most Expensive • 10% of All Jobs • Comparison (notes)

  3. What is Sales Management? • Definition • What do they Do?

  4. Why is this job challenging? • Financial Performance • Where the Rubber Meets the Road

  5. Managing Salespeople is Tough • Free Spirits • Best Salespeople are Very Important to the Firm • Develop New Business?? • Pay – for – Performance • Leadership is Essential

  6. Managing Within the Company? • Production • Supply Chain • Finance • Represent Customers

  7. Who are Sales Managers?

  8. What do they Do? • Selling – 29% • Admin – 25% • Service Coordination – 17% • Travel – 15% • Meetings – 14%

  9. Macro Challenges • Globalization • Short Product Cycles • Fewer Suppliers • Retailer Power • Relationship Selling

  10. Challenges Continued • Sales Teams • Inside Selling • Productivity Focus

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