Channel Managment

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SALES and MARKETING SALES and MARKETING CHANNEL MANAGEMENT (M3) CHANNEL MANAGEMENT (M3) Course Objective: Course Objective: The course has been designed to The course has been designed to understand the importance of sales understand the importance of sales management and marketing channel management and marketing channel management management

Transcript of Channel Managment

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SALES and MARKETING SALES and MARKETING CHANNEL MANAGEMENT (M3)CHANNEL MANAGEMENT (M3)

Course Objective:Course Objective: The course has been designed to The course has been designed to

understand the importance of sales understand the importance of sales management and marketing channel management and marketing channel managementmanagement

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SALES SALES MANAGEMENTMANAGEMENT

Module 1 INTRODUCTION TO Module 1 INTRODUCTION TO SALES MANAGEMENTSALES MANAGEMENT

Module 2 PLANNING THE SALES Module 2 PLANNING THE SALES TEAM’S EFFORTSTEAM’S EFFORTS

Module 3 CONTROLLING THE Module 3 CONTROLLING THE SALES TEAMSALES TEAM

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MARKETING CHANNEL MARKETING CHANNEL MANAGEMENTMANAGEMENT

Module 5 MARKETING CHANNELSModule 5 MARKETING CHANNELS Evolution Of Marketing ChannelsEvolution Of Marketing Channels Module 6 CHANNEL INTEGRATION: Module 6 CHANNEL INTEGRATION:

Importance Of Channel IntegrationImportance Of Channel Integration Module 7 CHANNEL MANAGEMENT: Module 7 CHANNEL MANAGEMENT:

Recruiting Channel, Members- Recruiting Recruiting Channel, Members- Recruiting Module 8 WHOLESALING AND Module 8 WHOLESALING AND

RETAILING: RETAILING: Wholesaling And Its Wholesaling And Its Importance, Retailing And Its ImportanceImportance, Retailing And Its Importance

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SALES MANAGEMENTSALES MANAGEMENT

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SaleSale

What is A Sale ?What is A Sale ?

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A A salesale A A salesale is the pinnacle activity is the pinnacle activity

involved in selling products or involved in selling products or services in return for money or other services in return for money or other compensation. compensation.

It is an act of completion of a It is an act of completion of a commercial activitycommercial activity

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A sale is completed by the seller, the A sale is completed by the seller, the owner of the goods. owner of the goods.

The purchaser, though a party to the The purchaser, though a party to the sale, does not execute the sale, only sale, does not execute the sale, only the seller does that.the seller does that.

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Definition Definition It starts with consent (or agreement) to an It starts with consent (or agreement) to an

acquisition or appropriation followed by acquisition or appropriation followed by the passing of title (property or ownership) the passing of title (property or ownership) in the item and the application and due in the item and the application and due settlement of a price, the obligation for settlement of a price, the obligation for which arises due to the seller's which arises due to the seller's requirement to pass ownership, being a requirement to pass ownership, being a price the seller is happy to part with price the seller is happy to part with ownership of or any claim upon the item. ownership of or any claim upon the item.

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Understanding SalesUnderstanding Sales Sales, finance and Operations are the only functions that Sales, finance and Operations are the only functions that

are indispensable to a corporation. are indispensable to a corporation. One of the oldest human activities is One of the oldest human activities is sellingselling and it has and it has

been recorded in every civilization. been recorded in every civilization. The Egyptians build one of the first empires based on trade. The Egyptians build one of the first empires based on trade. Buying and selling is one of the most common of human Buying and selling is one of the most common of human

activities andis done several times a day. To sell is to give activities andis done several times a day. To sell is to give up some of value in exchange for a financial instrument, up some of value in exchange for a financial instrument, such as money. Generally speaking, every member of such as money. Generally speaking, every member of society has something to sell. society has something to sell.

For example, a worker gives up skills, time, and effort in For example, a worker gives up skills, time, and effort in exchange for a salary. Some people make a living at the exchange for a salary. Some people make a living at the selling, often those people are salesman, salesperson, selling, often those people are salesman, salesperson, sales executives, etc.sales executives, etc.

Sales are at the core of every corporation. It is the blood Sales are at the core of every corporation. It is the blood the give life to a company. the give life to a company.

Every other role is considered support. Every other role is considered support. The top person at a company is usually the CEO, who is also The top person at a company is usually the CEO, who is also

the top salesperson who is responsible to sales the the top salesperson who is responsible to sales the company to potential investors and customers. company to potential investors and customers.

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Companies should devote significant Companies should devote significant attention to customer satisfaction, so that attention to customer satisfaction, so that customers remain loyal to the company for customers remain loyal to the company for a long time. a long time.

Some critical customer related issues in Some critical customer related issues in personal selling include understanding personal selling include understanding types of customers through different styles types of customers through different styles of selling, finding customers, researching of selling, finding customers, researching customers, communicating effectively, customers, communicating effectively, providing customer service and finally, providing customer service and finally, creating customer satisfaction creating customer satisfaction

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The sales and marketing The sales and marketing relationshiprelationship

Marketing and sales are very different, but have the same Marketing and sales are very different, but have the same goal. goal.

Marketing improves the selling environment and plays a Marketing improves the selling environment and plays a very important role in sales. very important role in sales.

If the marketing department generates a potential If the marketing department generates a potential customers list, it can be beneficial for sales. customers list, it can be beneficial for sales.

The marketing department's goal is to increase the number The marketing department's goal is to increase the number of interactions between potential customers and company, of interactions between potential customers and company, which includes the sales team using promotional which includes the sales team using promotional techniques such as advertising, sales promotion, publicity, techniques such as advertising, sales promotion, publicity, and public relations, creating new , or creating new and public relations, creating new , or creating new products (new product development), among other things. products (new product development), among other things.

It also includes bringing the potential customer to the It also includes bringing the potential customer to the company's website for more information, or to contact the company's website for more information, or to contact the company for more information, or interact with the company for more information, or interact with the company.company.

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The selling process consists of a The selling process consists of a series of seven steps – series of seven steps –

1.1. prospecting, prospecting, 2.2. pre-approach, pre-approach, 3.3. approach, approach, 4.4. sales presentation, sales presentation, 5.5. handling objections/sales resistance, handling objections/sales resistance, 6.6. close and close and 7.7. post sales follow-up. post sales follow-up.

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Selling strategiesSelling strategies Direct selling Direct selling Cold calling Cold calling Consultative selling Consultative selling Guaranteed sale Guaranteed sale Needs-based selling Needs-based selling Persuasive selling Persuasive selling Price based selling Price based selling Relationship Selling Relationship Selling Target account selling Target account selling

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Cold callingCold calling is the process of is the process of approaching prospective customers approaching prospective customers or clients, typically via telephone, or clients, typically via telephone, who were not expecting such an who were not expecting such an interaction. interaction.

The word "cold" is used because the The word "cold" is used because the person receiving the call is not person receiving the call is not expecting a call or has not expecting a call or has not specifically asked to be contacted by specifically asked to be contacted by a sales person a sales person

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The term The term Consultative selling:Consultative selling: Consultative Selling emphasizes Consultative Selling emphasizes customer needs and meeting those customer needs and meeting those needs with solutions combining needs with solutions combining products and/or services. A products and/or services. A consultative salesperson typically consultative salesperson typically provides detailed instruction or provides detailed instruction or advice on which solution best meets advice on which solution best meets these needs these needs

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The The guaranteed saleguaranteed sale is a program is a program which guarantees that a property will which guarantees that a property will be sold for a certain amount of be sold for a certain amount of money and by a certain date, or the money and by a certain date, or the realtor (or in some cases the realtor (or in some cases the brokerage or an investor) will brokerage or an investor) will purchase the house.purchase the house.

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Price-based sellingPrice-based selling is a specific is a specific selling technique in which a business selling technique in which a business exclusively reduce their price in exclusively reduce their price in attempt to close the sales cycle. attempt to close the sales cycle. Price-based selling clearly exists in Price-based selling clearly exists in businesses such as: commodity businesses such as: commodity sales, auto sales, hospitality, and sales, auto sales, hospitality, and even some retail stores. even some retail stores.

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Relationship SellingRelationship Selling The products or services a company The products or services a company

sold were easily understood by sales sold were easily understood by sales reps, who could represent these reps, who could represent these without assistance on sales calls. without assistance on sales calls.

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Sales managementSales management Sales managementSales management is attainment is attainment

of an organization's sales goals in an of an organization's sales goals in an effective & efficient manner through effective & efficient manner through planning, staffing, training, leading & planning, staffing, training, leading & controlling organizational resources. controlling organizational resources. Revenue, sales, and sources of funds Revenue, sales, and sources of funds fuel organizations and the fuel organizations and the management of that process is the management of that process is the most important function.most important function.

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Case 1Case 1

A customer recently recounted his experience at A customer recently recounted his experience at one of the car dealerships. He was extremely one of the car dealerships. He was extremely impressed with the presentation that was made impressed with the presentation that was made to him by the sales person who attended on him. to him by the sales person who attended on him. The sales person helped him complete all the The sales person helped him complete all the documents required for financing his purchase documents required for financing his purchase and completed all the documentation related to and completed all the documentation related to RTO and insurance. He was so impressed with the RTO and insurance. He was so impressed with the services provided by the sales person that he services provided by the sales person that he decided to buy an extended warranty and AMC decided to buy an extended warranty and AMC from this dealer. The sales person here helped from this dealer. The sales person here helped create a satisfied customer.create a satisfied customer.

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Case 2Case 2

A large engineering company in Mumbai A large engineering company in Mumbai was confronted with the problem of angry was confronted with the problem of angry customers and large outstanding. On an customers and large outstanding. On an analysis of the situation it was found that analysis of the situation it was found that its sales force had over committed. They its sales force had over committed. They had taken orders without paying attention had taken orders without paying attention to production constraints and the earlier to production constraints and the earlier commitments that the company had made commitments that the company had made to foreign customers. This created a to foreign customers. This created a negative image for the company who later negative image for the company who later lost out to the competition. lost out to the competition.

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QuestionsQuestions So,what is the role of a sales person?So,what is the role of a sales person? Is he a person who can build the Is he a person who can build the

company’s image ?company’s image ?

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Sales Management ProcessSales Management Process The four phase-model of Management The four phase-model of Management

Process is one of many useful frameworks Process is one of many useful frameworks for planning the sales process. It includes:for planning the sales process. It includes:

Conception - What will be offered? Conception - What will be offered? Planning - How? Planning - How? Execution - When and at what pace and Execution - When and at what pace and

scale? scale? Control - How will feedback and Control - How will feedback and

contingencies be acted upon? contingencies be acted upon? Feedback - How we have to integrate and Feedback - How we have to integrate and

reply back activity to activity? reply back activity to activity?

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MARKETING CHANNEL MARKETING CHANNEL MANAGEMENTMANAGEMENT

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Marketing channelsMarketing channels Most marketers do not sell their Most marketers do not sell their

goods directly to the customersgoods directly to the customers They have intermediaries They have intermediaries

constituting a constituting a Marketing channelMarketing channel or or a a trade channeltrade channel

Forward flowForward flow Backward flowBackward flow

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Three types of intermediaries:Three types of intermediaries:1.1. Merchants: Wholesalers or Retailers- buy, Merchants: Wholesalers or Retailers- buy,

take title to and reselltake title to and resell2.2. Agents: brokers, manufacturers Agents: brokers, manufacturers

representatives, sales agents-search for representatives, sales agents-search for customers and and negotiate on the customers and and negotiate on the producers behalf but do not take title of producers behalf but do not take title of the goodsthe goods

3.3. Facilitators: - Assist in distribution – Facilitators: - Assist in distribution – transportation, banks, warehouse, transportation, banks, warehouse, advertising agencies, etcadvertising agencies, etc

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Marketing channelsMarketing channels

Marketing channels are sets of Marketing channels are sets of interdependent organisations interdependent organisations involved in the process of makng a involved in the process of makng a product or service available for use product or service available for use or consumptionor consumption

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Why is Why is Marketing channelMarketing channel needed ? needed ?1.1. Financial resourcesFinancial resources2.2. Not feasible Not feasible 3.3. ROI can be more in their main businessROI can be more in their main business Intermediaries normally achieve superior Intermediaries normally achieve superior

efficiency in making goods widely efficiency in making goods widely available and accessible to target available and accessible to target markets.markets.

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Service sector channels:Service sector channels: Hospitals and schoolsHospitals and schools

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Sales PlanningSales Planning An essential sales leadership role is to establish a sense of purpose An essential sales leadership role is to establish a sense of purpose

or vision and clear direction to get there. A key element of a or vision and clear direction to get there. A key element of a business’ strategic 12-month plan is to answer the question: business’ strategic 12-month plan is to answer the question: “Where will all the sales come from?” The sales plan isn’t a “Where will all the sales come from?” The sales plan isn’t a guesstimate. It takes its direction from the marketing strategy and guesstimate. It takes its direction from the marketing strategy and is based on thorough research and a considered positioning of the is based on thorough research and a considered positioning of the company within the market place.company within the market place.

Sales planning involves predicting demand for the product and Sales planning involves predicting demand for the product and demand on the sales assets (machines, people, or a combination of demand on the sales assets (machines, people, or a combination of both). Failure to plan always means lost sales. Planning insures that both). Failure to plan always means lost sales. Planning insures that when a consumer wishes to purchase the product, the product is when a consumer wishes to purchase the product, the product is available, but it also means opportunities for additional sales are available, but it also means opportunities for additional sales are presented and the sales assets are available to exploit these presented and the sales assets are available to exploit these opportunities. Planning should allow for meeting increasing opportunities. Planning should allow for meeting increasing customer demand for more products, services and/or customization customer demand for more products, services and/or customization as the business is growing, but also react quickly when demand as the business is growing, but also react quickly when demand decreases. Sales planning improves efficiency and decreases decreases. Sales planning improves efficiency and decreases unfocused and uncoordinated activity within the sales process.unfocused and uncoordinated activity within the sales process.

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Sales Management, however, is concerned with the process of Sales Management, however, is concerned with the process of encouraging customers to exchange their funds for your encouraging customers to exchange their funds for your services or goods. By contrast, services or goods. By contrast, Marketing might concern itself might concern itself with expanding opportunities for installing more processes in with expanding opportunities for installing more processes in more places and expanding or creating new sales channels. more places and expanding or creating new sales channels. For example, a firm might have "walk-in customers." Sales For example, a firm might have "walk-in customers." Sales management would concern itself with the customer management would concern itself with the customer experience, the sales dialog ("whats in it for me," suggestive experience, the sales dialog ("whats in it for me," suggestive selling, up-selling, positioning statements, consultative sales), selling, up-selling, positioning statements, consultative sales), and ultimately closing the sale. This organizations Marketing and ultimately closing the sale. This organizations Marketing department, on the other hand, would be concerned with department, on the other hand, would be concerned with developing sales channels other than "walk-in" customers or developing sales channels other than "walk-in" customers or increasing the volume. For example, out-bound telephonic out-increasing the volume. For example, out-bound telephonic out-reach might be a viable additional . Sales management, in turn reach might be a viable additional . Sales management, in turn would be tasked with developing this channel's compensation would be tasked with developing this channel's compensation plan, customer experience, sales dialog, and closing. plan, customer experience, sales dialog, and closing. Developing a sales management process for the 'walk-in Developing a sales management process for the 'walk-in customer sales process' might be very different from the 'out-customer sales process' might be very different from the 'out-bound telephonic sales management process.'bound telephonic sales management process.'

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Sales ReportingSales Reporting The sales reporting includes the The sales reporting includes the key performance indicators of the sales of the sales

force.force. The Key Performance Indicators indicate whether or not the sales process The Key Performance Indicators indicate whether or not the sales process

is being operated effectively and achieves the results as set forth in sales is being operated effectively and achieves the results as set forth in sales planning. It should enable the sales managers to take timely corrective planning. It should enable the sales managers to take timely corrective action deviate from projected values. It also allows senior management to action deviate from projected values. It also allows senior management to evaluate the sales manager.evaluate the sales manager.

More "results related" than "process related" are information regarding the More "results related" than "process related" are information regarding the sales funnel and the and the hit rate..

Sales reporting can provide metrics for sales management compensation. Sales reporting can provide metrics for sales management compensation. Rewarding the best managers without accurate and reliable sales reports is Rewarding the best managers without accurate and reliable sales reports is not objective.not objective.

Also, sales reports are made for internal use for top management. If other Also, sales reports are made for internal use for top management. If other divisions’ compensation plan depends on final results, it’s needed to divisions’ compensation plan depends on final results, it’s needed to present results of sales department’s work to other departments.present results of sales department’s work to other departments.

Finally, sales reports are required for investors, partners and government, Finally, sales reports are required for investors, partners and government, so the sales so the sales management system should have advanced reporting should have advanced reporting capabilities to satisfy the needs of different stakeholders.capabilities to satisfy the needs of different stakeholders.

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Ethics in BusinessEthics in Business What is Social Responsibility? What is Social Responsibility? Evolution of Corporate Social Responsibility (CSR) Evolution of Corporate Social Responsibility (CSR)-Levels of Social Responsibility-Levels of Social Responsibility

Obeying the LawObeying the LawMeeting Public ExpectationsMeeting Public ExpectationsAnticipating New Social DemandsAnticipating New Social DemandsLeading the WayLeading the Way

-What Influences Ethical Behavior?-What Influences Ethical Behavior? Individual's RoleIndividual's Role

Organization's RoleOrganization's Role -Management's Ethical Responsibilities-Management's Ethical Responsibilities Ethical Issues Facing a Sales ManagerEthical Issues Facing a Sales Manager

Ethical Issues Facing a SalespersonEthical Issues Facing a Salesperson

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Sales & Distribution ManagementSales & Distribution Management Chapter 26: Ethical and Social Issues in Sales & Distribution ManagementChapter 26: Ethical and Social Issues in Sales & Distribution Management << Previous  Ethics in Business  Ethics in Business

 What is Social Responsibility? What is Social Responsibility? Evolution of Corporate Social Responsibility (CSR) Evolution of Corporate Social Responsibility (CSR)-Levels of Social Responsibility-Levels of Social Responsibility

Obeying the LawObeying the LawMeeting Public ExpectationsMeeting Public ExpectationsAnticipating New Social DemandsAnticipating New Social DemandsLeading the WayLeading the Way

-What Influences Ethical Behavior?-What Influences Ethical Behavior? Individual's RoleIndividual's Role

Organization's RoleOrganization's Role -Management's Ethical Responsibilities-Management's Ethical Responsibilities Ethical Issues Facing a Sales ManagerEthical Issues Facing a Sales Manager

Ethical Issues Facing a SalespersonEthical Issues Facing a Salesperson Chapter SummaryChapter Summary Everyone, at some time or the other, must surely have been sold a product that he or she did not need. Selling is a profession that has been widely criticized for the unethical dimensions Everyone, at some time or the other, must surely have been sold a product that he or she did not need. Selling is a profession that has been widely criticized for the unethical dimensions

associated with it. Ethics is the set of rules or standards that govern the conduct of a person or members of a profession. Ethics refers to an individual belief system and consists of knowing what associated with it. Ethics is the set of rules or standards that govern the conduct of a person or members of a profession. Ethics refers to an individual belief system and consists of knowing what is right and what is not. is right and what is not. It forms a very important part of sales and is essential for lending integrity to a salesperson's behavior. No discussion on ethics is complete without a reference being made to social It forms a very important part of sales and is essential for lending integrity to a salesperson's behavior. No discussion on ethics is complete without a reference being made to social responsibility. Social responsibility exemplifies ethical behavior and is defined as an individual's or institution's concern for the consequences of his/its actions as these might affect the interests responsibility. Social responsibility exemplifies ethical behavior and is defined as an individual's or institution's concern for the consequences of his/its actions as these might affect the interests of others in the society.of others in the society.Companies doing business with no regard to social responsibility run the risk of attracting the attention of environmental groups, earning negative publicity, and losing the goodwill of society. Companies doing business with no regard to social responsibility run the risk of attracting the attention of environmental groups, earning negative publicity, and losing the goodwill of society. Therefore, companies try to instill a sense of ethics in their employees and conduct business in a socially responsible way. Indian companies are now more concerned with corporate social Therefore, companies try to instill a sense of ethics in their employees and conduct business in a socially responsible way. Indian companies are now more concerned with corporate social responsibility than ever before. Companies in the past were concerned more about making profits than anything else.responsibility than ever before. Companies in the past were concerned more about making profits than anything else.But in recent times, firms have realized the importance of corporate social responsibility. Corporate social responsibility has been defined as the commitment made by businesses to contribute to But in recent times, firms have realized the importance of corporate social responsibility. Corporate social responsibility has been defined as the commitment made by businesses to contribute to sustainable economic development, to work with employees, their families, the local community, and society at large to improve the quality of life. CSR is a process that helps a firm to function sustainable economic development, to work with employees, their families, the local community, and society at large to improve the quality of life. CSR is a process that helps a firm to function ethically and make a positive contribution to the welfare of society. ethically and make a positive contribution to the welfare of society. All companies are expected to imbibe values pertaining to corporate social responsibility in their mission and make CSR a part of the organizational policies. In order to fulfill their social All companies are expected to imbibe values pertaining to corporate social responsibility in their mission and make CSR a part of the organizational policies. In order to fulfill their social responsibility, companies need to effectively communicate to the public about the company's ethical policies, set high ethical standards for themselves, and evaluate themselves on ethical responsibility, companies need to effectively communicate to the public about the company's ethical policies, set high ethical standards for themselves, and evaluate themselves on ethical performance from time to time through means of ethical audits. performance from time to time through means of ethical audits. Several countries have passed declarations and policies regarding CSR. The Indian Government has amended the Indian Companies Act, 1956, making it mandatory for companies to conform to Several countries have passed declarations and policies regarding CSR. The Indian Government has amended the Indian Companies Act, 1956, making it mandatory for companies to conform to certain provisions of this law in order to be accepted as responsible corporates. Although Indian companies have been indulging in philanthropic activities of some kind or the other, corporate certain provisions of this law in order to be accepted as responsible corporates. Although Indian companies have been indulging in philanthropic activities of some kind or the other, corporate social responsibility is a totally different field altogether. social responsibility is a totally different field altogether. There is a much wider scope for corporate social responsibility in the Indian corporate scenario with its coverage extending to human rights, labor standards, as well as environmental issues. There is a much wider scope for corporate social responsibility in the Indian corporate scenario with its coverage extending to human rights, labor standards, as well as environmental issues. Companies in the current scenario are operating in an intensely competitive environment. Especially during the past 20 years, competition has been rapidly increasing due to globalization. Companies in the current scenario are operating in an intensely competitive environment. Especially during the past 20 years, competition has been rapidly increasing due to globalization. According to the US Chamber of Commerce, companies may conduct business on any of the following four levels of social responsibility – obeying the law, meeting public expectations, According to the US Chamber of Commerce, companies may conduct business on any of the following four levels of social responsibility – obeying the law, meeting public expectations, anticipating new social demands, and leading the way. The ethical behavior of an individual is influenced by that individual's stage of moral development. An individual passes through three anticipating new social demands, and leading the way. The ethical behavior of an individual is influenced by that individual's stage of moral development. An individual passes through three levels of moral development -- preconventional, conventional, and principled. levels of moral development -- preconventional, conventional, and principled. In organizations, the management is largely responsible for the ethical or unethical behavior of its employees. A sales manager faces ethical issues that cover the ethical dilemmas of his sales In organizations, the management is largely responsible for the ethical or unethical behavior of its employees. A sales manager faces ethical issues that cover the ethical dilemmas of his sales people as well as the ethical aspects pertaining to his decisions regarding hiring and evaluating of salespersons, assigning territories, etc. The ethical issues facing a sales manager may be people as well as the ethical aspects pertaining to his decisions regarding hiring and evaluating of salespersons, assigning territories, etc. The ethical issues facing a sales manager may be studied with regard to the sales manager's relationship with his subordinates, the company, customers, and competitors. On the other hand, the ethical issues facing a salesperson pertain to the studied with regard to the sales manager's relationship with his subordinates, the company, customers, and competitors. On the other hand, the ethical issues facing a salesperson pertain to the salesperson's accountability to the top management, and his relationship with other salespeople and with customers. salesperson's accountability to the top management, and his relationship with other salespeople and with customers.

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Ethics of sales and marketingEthics of sales and marketing Main article: Main article: marketing ethics Marketing, which goes beyond the mere provision of information about (and Marketing, which goes beyond the mere provision of information about (and

access to) a product, may seek to manipulate our values and behavior. To access to) a product, may seek to manipulate our values and behavior. To some extent society regards this as acceptable, but where is the ethical line some extent society regards this as acceptable, but where is the ethical line to be drawn? Marketing ethics overlaps strongly with to be drawn? Marketing ethics overlaps strongly with media ethics, because , because marketing makes heavy use of media. However, marketing makes heavy use of media. However, media ethics is a much is a much larger topic and extends outside business ethics.larger topic and extends outside business ethics.

Pricing: Pricing: price fixing, , price discrimination, , price skimming. . Anti-competitive practices: these include but go beyond pricing tactics to Anti-competitive practices: these include but go beyond pricing tactics to

cover issues such as manipulation of loyalty and supply chains. See: cover issues such as manipulation of loyalty and supply chains. See: anti-competitive practices, , antitrust law. .

Specific marketing strategies: Specific marketing strategies: greenwash, , bait and switch, , shill, , viral marketing, , spam (electronic), , pyramid scheme, , planned obsolescence. .

Content of advertisements: Content of advertisements: attack ads, , subliminal messages, , sex in advertising, products regarded as immoral or harmful , products regarded as immoral or harmful

Children and marketing: Children and marketing: marketing in schools. . Black markets, , grey markets. . See also: See also: memespace, , disinformation, , advertising techniques, techniques,

false advertising, advertising regulation, advertising regulation

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Sales agentsSales agents Agents in the sales process can be defined as representing either side of the sales process for Agents in the sales process can be defined as representing either side of the sales process for

example:example: Sales broker or Seller agency or seller agent Sales broker or Seller agency or seller agent

• This is a traditional role where the salesman represents a person or company on the selling end of the deal.[3] This is a traditional role where the salesman represents a person or company on the selling end of the deal.[3] Buyers broker or Buyer brokerage Buyers broker or Buyer brokerage

• This is where the salesman represents the consumer making the purchase. This is most often applied in large This is where the salesman represents the consumer making the purchase. This is most often applied in large transactions. transactions.

Disclosed dual agent Disclosed dual agent • This is where the salesman represents both parties in the sale and acts as a mediator for the transaction. The role of This is where the salesman represents both parties in the sale and acts as a mediator for the transaction. The role of

the salesman here is to over see that both parties receive an honest and fair deal, and is responsible to both. the salesman here is to over see that both parties receive an honest and fair deal, and is responsible to both. Transaction broker Transaction broker

• This is where the salesperson doesn't represent either party, but handles the transaction only. This is where the seller This is where the salesperson doesn't represent either party, but handles the transaction only. This is where the seller owes no responsibility to either party getting a fair or honest deal, just that all of the papers are handled properly. owes no responsibility to either party getting a fair or honest deal, just that all of the papers are handled properly.

Sales Outsourcing Sales Outsourcing • This is direct branded representation where the sales reps are recruited, hired, and managed by an external entity but This is direct branded representation where the sales reps are recruited, hired, and managed by an external entity but

hold quotas, represent themselves as the brand of the client, and report all activities (through their own sales hold quotas, represent themselves as the brand of the client, and report all activities (through their own sales management channels) back to the client. It is akin to a virtual extension of a sales force. (see Sales Outsourcing entry) management channels) back to the client. It is akin to a virtual extension of a sales force. (see Sales Outsourcing entry)

Sales Managers Sales Managers • It is the goal of a qualified and talented sales manager to implement various sales strategies and management It is the goal of a qualified and talented sales manager to implement various sales strategies and management

techniques in order to facilitate improved profits and increased sales volume. They are also responsible for techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as oversight concerning the fair and honest execution of the coordinating the sales and marketing department as well as oversight concerning the fair and honest execution of the sales process by his agents.[4] sales process by his agents.[4]

Salesmen Salesmen • The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy

wants of consumers appropriately, and therefore turn prospective customers into actual ones. The successful wants of consumers appropriately, and therefore turn prospective customers into actual ones. The successful questioning to understand a customer's goal and requirements relevant to the product, the further creation of a questioning to understand a customer's goal and requirements relevant to the product, the further creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve their goal at an valuable solution by communicating the necessary information that encourages a buyer to achieve their goal at an economic cost is the responsibility of the salesperson or the sales engine (e.g. internet, vending machine etc). A good economic cost is the responsibility of the salesperson or the sales engine (e.g. internet, vending machine etc). A good salesman should never miss sell or over evaluate the customers requirements. salesman should never miss sell or over evaluate the customers requirements.