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IN.K.A.M.S. Presentation for UNIT 1 Sales transformation Sales Environment

IN.K.A.M.S. Presentation for UNIT 1 Sales transformation Sales Environment. Content Index • CONTEMPORARY SALES MANAGEMENT • SELLING AND SALES MANAGEMENT • SALES IN BUSINESS TO BUSINESS • COMPETITIVE ENVIRONMENT AND SALES • SALES FUNCTION EVOLUTION: 4 I’s IN SALES TRANSFORMATION. INTRODUCTION.

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IN.K.A.M.S. Presentation for UNIT 1 Sales transformation Sales Environment

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  1. IN.K.A.M.S.Presentation for UNIT 1Sales transformation Sales Environment

  2. Content Index • CONTEMPORARY SALES MANAGEMENT• SELLING AND SALES MANAGEMENT• SALES IN BUSINESS TO BUSINESS• COMPETITIVE ENVIRONMENT AND SALES• SALES FUNCTION EVOLUTION: 4 I’s IN SALES TRANSFORMATION

  3. INTRODUCTION Peter Drucker more than 50 years ago stated that “The purpose of business is to create and keep a customer", it is the proof that the role of sales and marketing functions was crucial in the past.)

  4. 1. CONTEMPORARY SALES MANAGEMENT Sales Management is the process of formulation of sales strategy through research and development of customer management policies and the implementation of sales strategy through selecting, training, motivating and supporting sales force. Sales management is also the set of activities to development and implementation of sales performance, monitoring and analysis of results.

  5. 1. CONTEMPORARY SALES MANAGEMENT • NEW GENERATION OF SALES • Long term relationships • sales function shifting from an isolated and operational function to a more cross-functional and strategic one. • Marketing and Sales drive performance

  6. 2. SELLING AND SALES MANAGEMENT Sales management vs (Personal) Selling the roles and activities of the sellers have changed and the skills / skills required have been enriched with content: the sale has become a professionally higher level activity.

  7. 2. SELLING AND SALES MANAGEMENT

  8. 3. SALES IN BUSINESS TO BUSINESS In the business-to-business environment, the salesperson has become the most important interface with the customer, becoming both a relationship manager and a value creator. Thus, the salesperson is increasingly acting as a relationship manager and value creator rather than an order taker.

  9. 4. COMPETITIVE ENVIRONMENT AND SALES The key factors those drove sales force transformation: · First the nature of customer behaviour and evolving expectations of professional buyers; · Second the opportunities offered by new and digital technologies; · Third the enhanced levels of globalization and as a consequence the increasing of competition.

  10. 5. SALES FUNCTION EVOLUTION: 4 I’s IN SALES TRANSFORMATION It is possible to define four pillars of modern sales function transformation, that we can call the four pillars - 4 “I’s”: • Involvement, • Intelligence, • Intelligence, • IT – digitalization.

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