Page 149 - DMGT205_SALES_MANAGEMENT

Pavitar Parkash Singh, Lovely Professional University Unit 10: Managing Sales Personnel

Unit 10: Managing Sales Personnel Notes

CONTENTS
Objectives
Introduction
10.1 Selling and Sales Management

10.2 Recruitment and Selection of Salesmen
10.3 Training of Sales Personnel
10.4 Developing a New Attitude in Selling

10.5 Online Marketing Today – Siebel Systems
10.6 You're the Marketer-Sonic PDA Marketing Plan
10.7 Marketing Spotlight: Oracle
10.8 Summary
10.9 Keywords

10.10 Review Questions
10.11 Further Readings

Objectives

After studying this unit, you will be able to:

 Explain the meaning of the selling effort;
 Understand the difference between selling and managing;
 Explain the meaning and role of sales management;
 Understand the process of recruiting, training and motivating the sales personnel;

 Explain the allocation of duties of the sales manager.

Introduction

In this unit, we will discuss the interesting aspect of managing the sales personnel. The success
of distribution strategy is primarily governed by the involvement and motivation of sales staff.
Not only their involvement is critical, but in the first place the organisation has to recruit the
right persons, train them adequately and assign them to various jobs. Of course, as discussed
earlier, we know that the control and review of performance is also important. Thus sales
management which encompasses these aspects will be discussed in this unit.

10.1 Selling and Sales Management

Selling is done by the salesforce either directly to customers, such as in case of industrial
salesmen or to retailers, as in case of salesmen merely supplying shopkeepers and inducing
them to stock the goods.

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