Saturday, January 31, 2009
1) To capture and retain a certain market share
2) To obtain sales volume in ways that contribute to profitability
3) To obtain some number of new accounts of given types
4) To keep personal selling expenses with in set limits
5) To secure targeted percentage of certain accounts business.
Formulating sales policies
Formulating sales policies is nothing but the policies related to marketing. These sales related marketing policies delineate the guide lines within which the effort to reach personal selling objectives is made. There are three major types:
1. Product policies (what to sell): The component policies related to product is
- Which product should find a place in the product line?
- Whether some of the existing products are to be dropped?
- Whether any new products are to be added?
- Whether product design or product quality needs to be changed.
- What models. Type, size, colours and packing are to be sold.
- How product service is to be provided.
- What kinds of product guarantees are to be given?
Tuesday, January 27, 2009
Types of personal selling objectives: Selling objectives broadly classified into two categories they are-qualitative objectives and quantitative objectives.
a) To do the entire selling job.
b) To service existing accounts.
c) To search out and obtain new customers.
d) To secure and maintain customers co-operation in stocking and promoting the product line.
e) To keep customers informed on changes on the product line and other aspects of marketing strategy. For example newsletter is best way to keep the customers inform for an online blinds business company.
f) To assist customers in selling the product line.
g) To provide technical advice and assistance to customers.
h) To assists with the training and middlemen’s sales personnel.
i) To provide advice and assistance to middlemen on management problems.To collect and report market information of interest and use to company management
Monday, January 19, 2009
Following are the important errands involved in the successful management of the sales in the organizations:
a) Setting personal selling objectives.
b) Formulating sales policies
c) Structuring the sales force
d) Deciding the size of the sales force
e) Designing sales territories
f) Developing the sales forecasts and sales budgets
e) Designing sales territories
f) Developing the sales forecasts and sales budgets
g) Fixing sales quotas/targets for individual sales territories/salesman
h) Creating the sales force:
i) Managing the sales force
3. Morale building
4. Sales coaching/supervision
6. Training and development
j) Managing the marketing channels
k) Ensuring growth and developing new accounts
l) Sales communication and reporting
m) Sales coordination and sales controlling including sales expense control
n) Building the sales organization
o) Co-ordination with marketing management in the areas like, product mix, pricing, distribution, advertising and sales promotion
p) Creating and maintaining right image for the company and its products in the market
Friday, January 16, 2009
· Sales volume
· Contribution to profits
· Continuing growth.
Difference between sales management, personal selling, salesmanship
Before understanding sales management thoroughly let be clear about some of the terminologies often used in sales management.
Sales management directs the personal selling efforts, which in turn is implemented largely through salesmanship. For example instant term life insurance rates company having many different life insurance quotes online options with them. Sales management directs all different marketing option to be planed and organize to achieve profits and more customers.
Personal selling is a broader concept than salesmanship, personal selling is the art of successfully persuading prospects or customers to buy a product or services from which they can derive suitable benefits, thereby increasing their total satisfaction. A window treatment company who are selling vertical blinds, roman shades and other types of blinds online, their individual agents who are selling their products to different architects and interior designer. Such sells consider as personal selling.
Salesmanship, then, is seller-initiated effort that provides prospective buyers with information and other benefits, motivating or persuading them to decide in favor of the seller’s product or service. For example in business meeting a salesman from motels in California is explain their different California motels specifications to customers. This type of selling is consider as salesmanship.
Monday, January 12, 2009
Sales management originally reffered exclusively to the direction of the sales force. Later the term took on broader significance-in addition to the management of personal selling.
Sales management meant of all marketing activities, including advertising, sales promotion, marketing research, physical distribution, pricing and product merchandising.
According to the definition committee of the American marketing association sales management meant “The planning, direction, and control of personal selling including recruiting, selecting equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to the personal sales force”.
Friday, January 9, 2009
Definition: Advertising is any paid form of non-personal representation and promotion of ideas, goods or services by an identified sponsor. Advertisers include not only business firms, but also museums, charitable organizations, and government agencies that direct messages to Publics.
How advertising works requires a definition of what advertising is.
One definition of advertising is: “Advertising is the non-personal communication of information usually paid for and usually persuasive in nature about products, services or ideas by identified sponsors through the various media. For example, some times we see sports events are sponsored which is part of advertising. A football match in California is sponsored by premierinns who is having motels in California. Another example is a technology event is sponsored by insurance software company who are making insurance crm and sfa.
First, what is “non-personal”? There are two basic ways to sell anything: personally and non-personal. Personal selling requires the seller and the buyer to get together. There are advantages and disadvantages to this. The first advantage is time: the seller has time to discuss in detail everything about the product. The buyer has time to ask questions, get answers, and examine evidence for or against purchase.
Wednesday, January 7, 2009
The marketing communication mix consists of five major modes of communication they are: Sales promotion, public relation and publicity, personal selling, direct and interactive marketing and advertising.
Of all the above modes we have discussed all other modes in the earlier units and course except advertising, in this unit let us discuss in detail about the advertising management as a tool of communication.
Friday, January 2, 2009
Co-ordinating the activities of all departments so that maximum progress is made toward overall company objectives is top management’s responsibility. Department heads, in addition to implementing top management’s directives, harmonize their activities so that the tasks of all departments are accomplished effectively. Each understands the functions of other departments and, each is responsible for co-ordinating his/her department’s activities to contribute to company success. For example, a Blinds Company who sales vertical blinds and roman shades online. Marketing team get business online and the production team need to delivery order products within given time by marketing team. In that case co-ordination between two departs is most important.
Good sales organizations plays a very important role in maintaining above said relations and promote the sales. Although primary responsibility of top sales executives is to manage sales department. A telly caller for term insurance agency need to be in touch with his sales departments, so when they have seasonal promotional schemes it be offered to clients right away. Sales executives understand how other departments influence and are influenced by the sales department. These are dynamic relationships, so a change in one department often has repercussions in other. A special co-ordination is required between sales and marketing department, in the areas of advertising, marketing information, service, physical distribution etc.