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Presentation On Recent Trends in Sales Management

The document provides a presentation on recent trends in sales management. It discusses six key trends: 1) social selling using social media, 2) increasing sales force diversity, 3) using automation and artificial intelligence to analyze data and identify buying patterns, 4) leveraging big data and advanced analytics, 5) outsourcing some sales functions, and 6) managing multi-channel sales. The presentation was submitted to Dr. Amitabh Pandey and presented by Kumar Aditya to discuss important emerging trends sales managers need to understand to be successful in a changing market environment.

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Kumar amrit
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277 views

Presentation On Recent Trends in Sales Management

The document provides a presentation on recent trends in sales management. It discusses six key trends: 1) social selling using social media, 2) increasing sales force diversity, 3) using automation and artificial intelligence to analyze data and identify buying patterns, 4) leveraging big data and advanced analytics, 5) outsourcing some sales functions, and 6) managing multi-channel sales. The presentation was submitted to Dr. Amitabh Pandey and presented by Kumar Aditya to discuss important emerging trends sales managers need to understand to be successful in a changing market environment.

Uploaded by

Kumar amrit
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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PRESENTATION ON RECENT

TRENDS IN SALES
MANAGEMENT

SUBMITTED TO – PRESENTED BY-


Dr. Amitabh Pandey KUMAR ADITYA
(Associate Proffessor) PG/25/043
RECENT TRENDS IN SALES
MAMAGEMENT
To be successful in a changing market environment, it is important that sales managers
understand the importance of emerging trends in the following areas.
1. Social Selling
2. Automation & Artificial Intelligence
3. Big Data & Advanced Analysis
4. Outsourcing The Sales Function
5. Sales Force Diversity
6. Managing Multi- channels
1.Social selling
- Social selling is when sales people use social media to find and engage
with new prospects.
- social selling is the art of using social media to find, connect with,
understand and nurture sales prospects.
- sales people use social media to provide value to prospects by answering
questions, responding to comments and by sharing content throughout
the buying process- from awareness to consideration, until a prospect is
ready to buy.
2. Sales Force Diversity
- The demographic characteristics of sales force is changing and become
more varied.
- For example more and more women are taking up careers in sales
management and selling.
- sales manager now have to handle a sales force of these varied demographic,
expectations of each and every individual is different and sales manager needs to use
different motivational tools against each one of them.
3. Automation & Artificial Intelligence
- AI quickly parses and identifies subtle buying patterns to help sales teams
determine what to do next and which potential customers are most likely
to buy.
- AI will streamline the sales process and help increase the productivity of
your salespeople.
- Analyzing the mega data with less time usage can ease up sales strategies
and provide an ample amount of selling time.
4. Big Data & Advanced Analytics
- Finding the growth in micro markets.
- cross- and up-selling potential or at risk of churning and lead scoring and
account prioritization.
- sales analytics and software tools help sales managers to generate
information based on big data and so to profit from it.
5. Outsourcing The Sales Function
- Sales outsourcing can help you target new or underserved markets.
- Outsourcing sales operations can help you leapfrog technology
constraints.
- Sales outsourcing services can improve omnichannel customer
engagement.
- A sales outsourcing team can provide expertise.
- outsourcing lowers the cost of sales.
6. Managing Multi Channel Sales
Multi-channel marketing system occurs when organization uses two or more
marketing channels to target one or more customer segments.
Major benefits of multi-channel marketing system are:
1. lower channel cost
2. increased market coverage
3. customized selling
THANK YOU

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