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Politics Of Women

Sales Management: Mid-Term Test Notes

Chapter 1

SALES MANAGEMENT IN THE 21ST CENTURY: there are dramatic changes, which are being driven by BEHAVIORAL, TECHNOLOGICAL, and MANAGERIAL FORCES. BEHAVIORAL FORCES: are rising customer expectations, globalization of markets, and demassification of domestic markets; TECHNOLOGICAL FORCES: include sales force automation, virtual sales offices, and electronic sales channels; MANAGERIAL FORCES: consist of a shift to direct marketing alternatives, outsourcing of sales functions, and a blending of the sales and marketing functions. CRITICAL ISSUES FOR REINVENTING SALES ORGANIZATION: 1) building long-term relationships with customers, which involves assessing customer value and prioritizing customers; 2) creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups; 3) gaining greater job ownership and commitment from salespeople by removing functional barriers within the organization and leveraging the team experience; 4) shifting sales management style from commanding to coaching; 5) leveraging available technology for sales success; 6) better integrating salesperson performance evaluation to incorporate the full range of activities and outcomes relevant within sales jobs today. 3 KEY THEMES: 1) INNOVATION- willingness to think outside the box, do things differently, and embrace change; 2) TECHNOLOGY- the broad spectrum of technological tools now available to sales managers and sales managers and sales organizations; 3) LEADERSHIP- the capability to make things happen for the benefit of the sales organization and its customers. TRANSACTIONAL SELLING: a series of transactions, each one involving separate organizations entering into an independent transaction involving the delivery of a product or service in return for compensation. RELATIONSHIP SELLING: in today's highly competitive environment, however, customers realize there are benefits in building relationships...