Sales Management
Sales management is a sub-system of marketing management. It is sales
management that translates the marketing plan into marketing performances.
That is why sales management is sometimes described as the muscle
behind the marketing management.
Definition
Sales management meant of all marketing activities, including advertising,
sales promotion, marketing research, physical distribution, pricing and product
merchandising.
According to the definition committee of the American marketing association
sales management meant "The planning, direction and control of personal
selling including recruiting, selecting equipping, assigning, routing,
supervising, paying and motivating as these tasks apply to the personal sales
force."
Objectives of sales management
Sales management has the following three broad and important objectives
namely :
1) Sales volume
2) Contribution to profits
3) Continuing growth
Difference between sales management, personal selling, salesmanship
Sales management directs the personal selling efforts, which in turn is
implemented largely through salesmanship.
Salesmanship is seller-initiated effort that provides prospective buyers with
information and other benefits, motivating or persuading them to decide in
favor of the seller’s product or service.
Errands involved in sales management
Following are the important errands involved in the successful management of
the sales in the organization:
a) Setting personal selling objectives.
b) Formulating sales policies.
c) Structuring the sales force.
d) Deciding the size of the sales force.
e) Designing sales territories.
f) Developing the sales forecasts and sales budgets.
g) Fixing sales quotas/targets for individual sales territories/salesman.
h) Creating the sales force:
(1) Recruitment
(2) Selection
(3) Induction/orientation
i) Managing the sales force
(1) Compensation
(2) Motivation
(3) Morale building
(4) Sales coaching/supervision
(5) Evaluation/appraisal
(6) Training and development
j) Managing the marketing channels
k) Ensuring growth and developing new accounts
l) Sales communication and reporting
m) Sales coordination and sales controlling including sales expense control
n) Building the sales organization
o) Co-ordination with marketing management in the areas like, product mix,
pricing, distribution, advertising and sales promotion
p) Creating the maintaining right image for the company and its products in the
market
Setting personal selling objectives
Marketing planning group sets personal selling objectives, determines sales
related marketing policies, formulates personal selling strategies and finalizes
the sales budget.
Types of personal selling objectives
Classified into two categories they are…………
1) Qualitative objectives
2) Quantitative objectives
Sales management is a sub-system of marketing management. It is sales
management that translates the marketing plan into marketing performances.
That is why sales management is sometimes described as the muscle
behind the marketing management.
Definition
Sales management meant of all marketing activities, including advertising,
sales promotion, marketing research, physical distribution, pricing and product
merchandising.
According to the definition committee of the American marketing association
sales management meant "The planning, direction and control of personal
selling including recruiting, selecting equipping, assigning, routing,
supervising, paying and motivating as these tasks apply to the personal sales
force."
Objectives of sales management
Sales management has the following three broad and important objectives
namely :
1) Sales volume
2) Contribution to profits
3) Continuing growth
Difference between sales management, personal selling, salesmanship
Sales management directs the personal selling efforts, which in turn is
implemented largely through salesmanship.
Salesmanship is seller-initiated effort that provides prospective buyers with
information and other benefits, motivating or persuading them to decide in
favor of the seller’s product or service.
Errands involved in sales management
Following are the important errands involved in the successful management of
the sales in the organization:
a) Setting personal selling objectives.
b) Formulating sales policies.
c) Structuring the sales force.
d) Deciding the size of the sales force.
e) Designing sales territories.
f) Developing the sales forecasts and sales budgets.
g) Fixing sales quotas/targets for individual sales territories/salesman.
h) Creating the sales force:
(1) Recruitment
(2) Selection
(3) Induction/orientation
i) Managing the sales force
(1) Compensation
(2) Motivation
(3) Morale building
(4) Sales coaching/supervision
(5) Evaluation/appraisal
(6) Training and development
j) Managing the marketing channels
k) Ensuring growth and developing new accounts
l) Sales communication and reporting
m) Sales coordination and sales controlling including sales expense control
n) Building the sales organization
o) Co-ordination with marketing management in the areas like, product mix,
pricing, distribution, advertising and sales promotion
p) Creating the maintaining right image for the company and its products in the
market
Setting personal selling objectives
Marketing planning group sets personal selling objectives, determines sales
related marketing policies, formulates personal selling strategies and finalizes
the sales budget.
Types of personal selling objectives
Classified into two categories they are…………
1) Qualitative objectives
2) Quantitative objectives
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