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1、Sales Management,“I dont care how many degrees you have on the wall,if you dont know how to sell,youre probably going to starve.”,Heavyweight boxer George Formans advice to his childrenL.A.Times,pg.C2,Tuesday,March 25,1997,Figure 1-1:Positions of Personal Selling and Sales Management in the Marketin
2、g Mix,Salesmanagement,PlanningMotivatingBudgetingCompensatingRecruiting and selectingDesigning territoriesTrainingEvaluating performance,Figure 1-2,Marketplace Changes and Selling Consequences,What creates satisfied customers?,Figure 1-3:,Contrasting Transactional and Relationship Selling Models,Fig
3、ure 1-4:,Traditional Buyer-Seller Interface versus A Team Interface,Traditional Buyer-Seller Interface,Buyer-Seller Interface Team,CustomerTeam,Supplier Customer,SalesTeam,Supplier Customer,Sales,Purchasing,Figure 1-5:Sales Organization in a Typical Consumer Packaged Goods Company,Number,1,1,6,8,64,
4、Vice president of marketing,National sales manager,Regional sales manager,District sales manager,Field sales representative,A Sales Quota Manager:Job Focus,Maintain direct responsibility for sales results for specific customers.Manages one or a few larger,long-term or strategic accountsMay have a st
5、aff of one or more subordinate sales or support people,but focus on managing the sales team for the sake of achieving customer results.,A Sales Force Manager:Job Focus,Spend little or no time directly managing customer accounts.Focuses on building,refining,and staffing a selling team.Contact with cu
6、stomers is largely non-selling,but service and salesperson development in purpose.,A Sales Quota Managers Skill Set,Willingness to Train/CoachWillingness to Make Joint Sales CallsProblem-SolvingMaking PresentationsAnswering Objections,A Sales Force Managers Skill Set,Willingness to Train/CoachWillin
7、gness to Make Joint Sales CallsAbility to Direct and Control OthersProfit MentalityInitiative,Table 1-1 Sales Managers Time Allocations,Selling 29%Face-to-face(17)Telephone selling(12)Administration 25Account service/coordination 17Travel/waiting 15Internal meeting 14,ManagersTime Allocation(in perc
8、ent),Job Responsibility,Figure 1-5:A Model of Sales Management Competencies,Figure 1-3:Sales Paths at Hallmark Cards,Retail installationcoordinatorEntry level for those with nosales experience,SalesrepresentativeEntry levelfor those withsales experience,Salesexecutive,Districtsalesmanager,Regional salesvice president,Regional operations manager,Regional salestrainer,Districtsalestrainer,Staff positionsoutside salesorganizationProduct managerSales programspecialist,Multiple accountcoordinator,Districtsalesdevelopmentspecialist,Newbusinessspecialist,Regionalsalesdevelopmentmanager,
