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Definition.
"Sales management" as the term implies means management of sales. Often it is considered synonymous with the management of personal sales. It involves an understanding of the effort that goes into the management of the sales force and the
various processes of sales.
Sales management initially was meant to be the direction of sales force personnel. Later the term took on a broader significance apart from personal selling and the term "
sales management" included managing of all the sales related activities including below the
line advertising, sales promotion, physical distribution, pricing and product merchandising.
The Definitions Committee of the American marketing association defined sales management as " 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". However, we shall also include indirect sales through channels within the ambit of sales management.
Objectives.
1) Identify clearly the differences between the functions of marketing and sales.
2) Describe various marketing and sales approaches.
3) Describe the marketing mix and the sales management model.
4) Identify the various functions of a sales manager and his/her objectives.
Functions.
The role of sales management is carried on planning, execution and control activities related to sales. Because during the implementation of the respective schemes usually applied in the administration of sales, surprises happen, because usually the sales management department shall monitor and constant control of all activities that revolve about sales management. Despite this logical necessity, many companies often use some types of control procedures are inadequate.
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Explain the evolution of sales management function in Indian context?
explain the evolution of sales management function in Indian context
What is one difference between sales management and marketing management?
The major difference between sales management and marketing management is that sales management deals with closing the deal and marketing management deals with getting brand awareness out in the business sector so that the products are advertised.
What is the scope of sales management?
The scope of sales management involves every aspect of sales. This begins with prospecting clients, pitching ideas, collecting orders, and handling complaints.
What is sales management?
Sales management implies managing sales. A sales manager would be in charge of ensuring that orders are complete and processed quickly and correctly. The manager would also oversee the sales team and deal with problems as they arise.
Objective as sales lady?
The main objectives as any sales person are sales growth and bringing in repeat customers. Sales is a competition, where one is to up-sell their coworkers and similar companies.
Explain the evolution of sales management function in Indian context?
explain the evolution of sales management function in Indian context
Notes on the function of equipping in sales and management?
The function of equipping in sales and management is to boost the production and revenue levels. The sales teams will coordinate how products while management comes with specific plans and strategies to achieve this.
Conclusion of sales management?
Sales management is a crucial function that involves planning, organizing, leading, and controlling activities related to selling a product or service. Effective sales management helps increase revenue, improve customer satisfaction, and drive business growth. By focusing on strategies for sales team motivation, training, and performance evaluation, companies can achieve their sales goals and stay competitive in the market.
What are the duties of Head of Sales?
Head of sales is responsible for the function of the management, overall coordination and sales activities of the business. Observing competitors and the market are also part of its job.
What is sales management trainee?
Sales management trainee is a person undergoing training, which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management. Sales manager is the typical title of someone whose role is sales management. The role typically involves sales planning, human resources, talent development, leadership and control of resources such as organizational assets.
Objective of Strategic Management?
Main objective of Strategic Management is to increase profitability
Management Career Objective?
career management
What are the objectives of sales management?
help in good planning and proper allocation of resourcesSales management entails numerous objectives which are executed by sales managers. There are mainly three such objectivesSales VolumeContribution to profitsContinuous GrowthThe sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner which meets customers expectations and does not break it. Thus sales management involves a strong interaction between Sales, marketing and Top management.Sales Management and financial resultsFinancial Results are another objective of sales management and are closely related and therefore sales management has financial implications as well.Sales - Cost of Sales = Gross ProfitGross Margin - Expenses = Net profit.Thus the variation in Sales will directly affect the Net profit of a company. Hence maintaining and managing sales is important to keep the product / service / organization financially viable.The Objectives of sales are therefore decided on the basis of where the organization stands and where it wants to reach. It is a collaborated effort from the top management along with the marketing managers and sales managers to provide with a targeted estimate.
Function of Objective lens?
Objective lens function is to show the microcosm in 3 different zooms.
Which management concept suggests that low-importance decisions be handled by subordinates so that managers can focus on high-importance decisions?
participatory management
What has the author Derek A Newton written?
Derek A. Newton has written: 'Cases in sales force management' -- subject(s): Case studies, Sales management 'Sales force performance and turnover' -- subject(s): Selling, Sales management, Personnel management, Labor turnover 'Sales force management' -- subject(s): Sales management, Case studies
Which is not an objective for an objective for an effective records management program?
Provides management of records for all data created to be stored electronically.
