Summary
Sales Management summary
- Course
- Institution
- Book
summary for Saxion IBS Sales Management year 2 Selling and Sales management, David Jobber & Geoffrey Lancaster
[Show more]
Connected book
Book Title:
Author(s):
- Edition:
- ISBN:
- Edition:
More summaries for
-
1ZM60 - Summary of Selling & Sales Management 10th edition (Jobber & Lancaster, 2015)
-
Samenvatting Selling & Sales Management 10th and 7 articles- 1ZM60 Selling New Products (1ZM60)
-
Advanced marketing and sales year 2 summary book and class material
Seller
Follow
rrrsss
Content preview
Sales management, quarter 1Week 1 – role of selling & sales strategies
Importance of sales management, sales planning and selling:
- Increasing global competition
- Abundance of products and services
- Complex and changing environment
- Increasing power of buyers
- Tighter margins -> tighter budgets-> controlling risks
Selling = to make sale
Characteristics of modern selling:
- Customer retention and deletion: Pareto Principle
- Database and knowledge management
- Customer Relation Management: sales force focuses on the long term, win-
win situations
- Marketing the product
- Problem solving & system selling
- Satisfying needs and adding value
Salespeople need sales skills!
Types of selling:
1. Order-takers: inside order-takers, delivery sales people, outside order-takers
2. Order-creators: missionary salespeople
3. Order getters: technical support salespeople and merchandisers
,Sales management, quarter 1
Sales team:
Sales/Commercial Manager
Frontoffice
• Sales representatives
• Account Managers (Jr. + Sr.)
• Key Account Managers (KAM)
• National Account Managers
• Area (Account) Managers
• Business Development Managers
Backoffice
• Order-entry
• Customer service (on- and offline)
Sales managers: planning > staffing > training > leading > controlling
Duties & responsibilities:
- Determining sales forces objectives and goals
- Forecasting and budgeting
- Sales force organization, sales forces size, territory design and planning
- Sales force selection, recruitment and training
- Motivating sales force
- Sales force evaluation and control
Sales efforts influence and/or are influenced by marketing decisions such as for
example:
• segmentation
• target market choice
• marketing mix elements
• marketing decision based on product life cycle
• differential advantage (competitive advantage)
, Sales management, quarter 1
To be effective, sales activities need to take place within the context of an overall
strategic plan. Only than a company can ensure that the sales effort complement,
rather than compete with other marketing activities
A strategic plan is a used to communicate with the organization the organization’s
goals, the actions needed to achieve those goals and all of the other critical elements
developed during the planning exercise.
Marketing plans are all about identifying the business' target market and creating
strategies for reaching those customers.
Sales plans detail the strategies the business will use to sell products and services
and increase revenue. The sales plan therefore often forms part of the larger
marketing strategy.
Influence and contribution of sales to marketing planning:
1. Analysis of current market situation (marketing audit)
• e.g. knowledge about competitors, current customers, potential
customers, changing wants & needs etc.
2. Determining sales potential / sales forecasting
• Short, medium and long term forecasts in order to allocate
company’s resources properly
3. Generating and selecting strategies
• e.g. sales manager can be consulted in order to choose the
correct marketing strategy, sales manager can asses how the
target market will respond to marketing initiatives as they are
front-line people who advise and influence customers
4. Budgeting, implementation and control
• e.g. preparation of sales budget
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller rrrsss. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $4.70. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
83662 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now