Overview of Sales Management and the Selling Environment

1. Overview of Sales Management and the Selling Environment Sales and Distribution Management Marketing 3345

2. Sales Management in the 21st Century • Building long-term relationships with customers • Creating more nimble and adaptable sales organizational structures • Removing functional barriers within the organization to create greater job ownership and commitment from salespeople

3. Sales Management in the 21st Century • Shifting sales management style from commanding to coaching • Leveraging available technology for sales success • Integrating salesperson performance evaluation to incorporate all activities and outcomes

4. Key Themes • Innovation – thinking outside the box • Technology – broad spectrum of tools available to salespersons • Leadership – capability to make things happen • Globalization • Ethics

5. Sales Management Process • The formulation of a sales program • The implementation of the sales program • The evaluation and control of the sales program

9. Goals/Objectives/Culture • Mission and objectives drive customer management approaches • A well-defined mission + successful corporate history + top management values = strong corporate culture

10. Personnel • Modern sales organizations are highly complex and dynamic • Often difficult to expand to take advantage of growing markets • Utilizing outside specialists can help firms meet need to expand

11. Financial Resources • Lack of financial resources can: • constrain ability to develop new products • limit promotional budget • limit size of sales force

12. Production and Supply Chain Capabilities • Production capacity • Location of production facilities • Transportation costs • Ability to ensure seamless distribution and service after the sale

13. Service Capabilities • Opportunity for strong competitive advantage • Difficult for other firms to compete for same customers • Customers reluctant to switch regardless of price

14. R&D and Technological Capabilities • Excellence in design and engineering provide major promotional appeal • Ability to communicate technological sophistication as value-add helps prevent over-reliance on price to get sales