Sales Management.ppt

Sales Management MKTG 637-2 Sales Management Course syllabus is online at /~perttula/Sales/637Sp04.htm Sales Management 5th ed. By Ingram; LaForge; Avila; Schwepker; Williams What you are to do in this course Learn about sales management and how it fits into the business operation Learn about forecasting sales Learn about making effective presentations and make one See course outline Wall Street Journalrecommended Go to /semester Enter 941 Choose San Franc St U Choose Perttula, Leslie Select your term: one semester is $34.95 The Changing Worldof Sales Management Module One A Day in a Sales Manager’s LifeAn Expert’s Viewpoint: A Day in a Sales Manager’s LifeAn Expert’s Viewpoint: Sales Management Model Sales Management Trends Sales Teamwork Approaches Sales Teamwork Approaches Teams Companies like IBM and HP-Compaq, which sell customized combinations of computer hardware and software, use teams of salespeople and technical experts who work closely with the customer’s buying team Very expensive way to sell Leadership Trends Effective Sales Managers: Utilize a Strategic Perspective Focused on Customers Attract, Keep, and Develop Sales Talent Leverage Technology In-class written assignment What have I learned so far in the sales management course after 3 class meetings? * Von Oliver is currently national sales manager for a division of Lockheed Martin Corp. Von’s typical day starts at 7:30 A.M. going through e-mail and prioritizing the days events. During the morning he will review reports, and spend time with his sales reps. He will have lunch with customers and spend the afternoon making sales calls with his sales reps. He spends late afternoon reconciling the days activities and setting his agenda for the next day. Action Von Oliver is involved in a variety of different activities. He spends much of his time interacting with individuals, especially salespeople and customers. But, he also plans strategies and continuously monitor