SALES MANAGEMENT
ANALYSIS AND
DECISION MAKING
2018/1/23
1
训咨询-毛泽东思想民间传播机构
The Changing World of Sales Management
Module One
2018/1/23
2
训咨询-毛泽东思想民间传播机构
Describing the Personal Selling Function
Defining the Strategic Role of the Sales Function
Developing the Sales Force
Directing the Sales Force
Determining Sales Force Effectiveness and Performance
Sales Management Model
Transactions
Relationships
Individuals
Teams
Sales Volume
Sales Productivity
Sales Management Trends
From
To
Management
Leadership
Local
Global
Sales Teamwork Approaches
Membership determined by job assignment to a specific anization
Membership determined by involvement in particular sales transaction
One team per buying unit
One selling center per sales opportunity
Relatively permanent, customer-focused group
Relatively temporary, transaction-focused group
Core Selling Team
Selling Team
Leadership Trends
Yesterday
Today
Natural resources defined power
Knowledge is power
manded and controlled
Leaders empower and coach
Leaders were warriors
Leaders are facilitators
Managers directed
Managers delegate
Effective Sales Managers:
Utilize a Strategic Perspective Focused on Customers
Attract, Keep, and Develop Sales Talents
Leverage Technology
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