Article: Changing World of Sales Management

Question 1

What are the steps in the sales management process?

Answer 1

Describing the Personal Selling Functions -> Defining teh Strategic Role of the Sales Function -> Developing the Salesforce -> Directing the Salesforce -> Determining Salesforce Effectiveness and Performance

Question 2

Describe the Trend “From Transactions to Relationships”

Answer 2

• Emphasis on development of long-term relationships rather than selling products in the short run
• Buysers desire long-term relationships with fewer suppliers

Question 3

Describe the Trend “From Individuals to Teams”

Answer 3

• Teamwork combines the required skills to solve a customer´s problem
• Example: Core Selling Team (team for specific customer) vs. Selling Center (individual approach)

Question 4

Describe the Trend “From Sales Volume to Sales Productivity”

Answer 4

• Sales profitability is more important than volume per se
• Emphasis on efficiency and effectiveness
• “Do more with less”

Question 5

Describe the Trend “From Management to Leadership”

Answer 5

• Lead more, manage less
• Hierarchical, bureaucratic structure does not adjust well to a constantly chaning environment
• Help sales people to perform better and control less

Question 6

Describe the Trend “From Administrative to Entrepreneurial”

Answer 6

• More entrepreneurial (proactiveness, risk-taking, innovatio) than administrative activities

Question 7

Describe the Trend “From Local to Global”

Answer 7

• Global orientation and selling internationally to grow -> profitable oppportunities
• Markets are becoming more heterogeneous and diverse

Question 8

What are characteristiscs of the best sales organizations?

Answer 8

• Customer-driven culture
• Recruit, hire and train the best talent for specific sales situations
• Train and coach the right skill set
• Focus on key strategic issues
• Use technology effectively
• …