This document discusses sales management and provides details on various related topics. It begins by defining sales as derived from a Norwegian word meaning "to serve." It then discusses the three types of sales organizations and the purpose of sales organizations. Finally, it covers sales planning, the sales planning process, sales budgeting, the types and process of selling, the cycle and qualities of salespersons, and the relationships between sales and other business functions.

1. Sales Management
Prepared by: Muhammad Saad Zahid…
Master Of Economics M.A (University Of Karachi - Pakistan)
Masters in Business Adminstration MBA (Kasbit -Pakistan)
Diploma In Business Adminstration (ABE-Malaysia)
Member of chartered institute of management accountant (CIMA-UK)
Cisco Certified Network Associate (CCNA).

2. INTRODUCTION
 What is the meaning of a word Sales?
The word Sales is derived from a Norwegian Word “SELJE”, Which
Means To Serve.
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3. Sales Organization
 There are 3 types of Sales Organizations:
 Line organization
Line Managers are performing sales and sales management activity
 Line and staff organization
Staff managers have advisory support responsibility. Example: (market
research managers, training managers) they are directly responsible for
achieving sales targets
 Functional organization
Focus is on the principle of specialization, each specialist has a functional
responsibility and a permit to direct and control sales.
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4.  Purpose Of Sales Organization:
1. To Eliminate waste of efforts
2. Maximize Cooperation/ Co-ordination among co-workers
3. Permit development of Specialist
4. Ensure that all activities have got done
5. Define authority
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Sales Organization

5. Sales Planning
 Sales Plan:
there are 2 types of sales plan:
1. Short range plan (1-2 years)
2. Long range plan (3-5 years)
 Other than these plan there are
1. Geographical plan
2. Customer wise plan
3. Segment wise plan
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6.  Factors For Making sales plan:
1. New Business
2. Mission
3. Visions
4. Goals
5. Strategy
6. Action and Plan
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Sales Planning

7.  There are some focus areas for which sales plan have been made:
1. To increase Profitability
2. A specific region or territory contribution towards profit
3. Emphasis on products
4. Variance between budget and sales
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Sales Planning Focus Areas

8.  Sales have several relations with other parts of business:
 Sales relationship with advertising
Stimulates demands, Helps achieving targets, Supports market penetration
 Sales relationship with marketing information
helps in market analysis, helps in collection of raw data
 Sales relationship with services
Helps in contribution in strategy success
 Sales relationship with Distribution
1. Minimize stock-out Situation, Improves inventory Control, Helps demand Generation
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Sales Relationship

9.  Key Function areas of Sales:
1. Planning
2. Organizing
3. Training
4. Motivating
5. Controlling
6. Leading
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Sales Functions

10.  Sales Planning Process:
is a workflow design for whole sales transactions.
It Depends upon 3 Things:
* Sales Forecast * Sales Budget
*Geographical Forecast *Sales Territory
Nation, Region, Customer Promotion, Sales Person
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Sales Planning Process

11.  Sales Budget:
Its is a workflow for making sales. Sales Budget involves distribution in
investment between promotion and sales persons.
 Factors that are considered in sales budget:
1. Past trends
2. Present scenarios
3. Trade perspective
4. Government polices
5. Industrial enviroments
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Sales Budget

12.  Selling are divided into 2 types:
1. Personal Selling
2. Field Selling
Personal Selling:
Personal selling is a form of person to person communication in which a sale
person works with perspective buyer and attempts to influence purchase.
Field Selling:
This is often known as corporate sales/people. They are highly skilled person who
develops strategy plans for the key acounts making formal presentations to top
level executives. They are basically missionary sales people with a certain
product.
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Types Of Selling

13. Sales Process
There are 2 types of a perspective involves in any sales transaction:
1.The Buying Process
2.The Selling Process
Factors Including The Buying Process:
1.To Identify Need
2.To Search For The right Target Audience
3.To identify the relevant product
4.isolation the relevant/specific product
5.To select again and again same product
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14. Sales Process
Factors Including Selling Process:
1.To Prepare himself for the product
2.Focus on the target what he want to achieve
3.Prospecting/ Define Target Audience for Sales
4.To present
5.Handle Objection
6.Close the sales
7.Follow-Up/ Customer Service
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Product Preparation
Focus On The Achievement
Presentation
Handling Objections
Closing the Sale
Prospecting
Follow upIdentifyingNeeds
IdentifyingNeeds

15.  Below is The Process which is acquired by a usual sales person:
1. Recruiting
2. Selecting
3. Training
4. Super visioning
5. Motivating
6. Compensating
7. Evaluation
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Cycle Of Sales Persons

16.  Following Are Main Key Qualities of a Sales Person:
1. Self Motivated
2. Enthusiastic
3. Organized
4. Competitive
5. Active listener
6. Customer Oriented
7. Adaptive
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Qualities Of Sales Person

17. From The Desk Of Muhammad Saad Zahid…
The End