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And in response, sales management systems have become more technologically sophisticated. Further their sales plans to a greater extent rest upon the requirements and motives of the consumers in the market aimed at. Sales Management: Functions and Importance of Sales Management – Explained! The apportioning of time between the planning and operating functions depends upon the nature of the products, the size of the company and the supervisory structure created. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. Canfield define Sales Management involves the direction and control of salesmen, sales planning, budgeting, policymaking, coordination of marketing research, advertising, sales promotion and merchandising and the integration in the marketing programme of all business activities that contribute to the increased sales and profits.”. A sales manager must be very clear about his role in the organization. But there is one more aspect to the contribution of profit by sales. Save my name, email, and website in this browser for the next time I comment. To sum up, marketing management may be defined as the process of management of marketing programmes for accomplishing organisational goals and objectives. It involves planning, implementation and control of marketing programmes or campaigns. Sales Management Cycle Analysis. These standards must be discussed with staff. However, a sales manager would know that any sales-based organization is dependent on their revenue, profits and the public image of their sales people. In this episode, Jeff Bajorek, a proven sales expert, and trainer as well as the author of "The Five Forgotten Fundamentals of Prospecting" shares his perspectives and experiences of the critical functions of sales management that drive business growth. The general functions of sales management are as follows: 1. Insights he shares include: Thus, simultaneous with the changes taking place in the business, as well as marketing-orientation, anew concept of sales management has evolved. This tutorial also throws light on the strategies applied in distributing tasks to the sales personnel and their performance. This involves probing into the sales records of the company, analysing the reports of salespeople, investigation of marketing trends and other environmental factors. Training the people selected to build competency in achieving the targets set and fulfilling the organization’s objectives. Prohibited Content 3. Sales management today is the most important function in a commercial and business enterprise. It involves a comparison of the actual with the desired results, finding out reasons for the deviation and taking corrective actions accordingly. To provide technical advice wherever necessary. Functions of Sales Force Automation. Planning and control of sales 7. It involves proper supervision and implementation of the plans with the help of proper communication, motivation and leadership. The sales management formulates the objectives for the sales department, which is subordinate to the top management. Implementation of the Sales Programme 3. Sales management refers to the administration of the personal selling component of a company’s marketing program. This is a brief introductory tutorial that explains the functions in sales and distribution management. Advisory functions 4. The objective of sales management is to sell the product at the optimum price. 4. B.R. The list, in no particular order is probably different, in many ways, as much for what's not on it as for what is: COACHING; ACCOUNTABILITY; MOTIVATION; RECRUITING; DEVELOPMENT; LEADERSHIP; RELATIONSHIPS; TACTICS; STRATEGY; … The salesperson becomes an important source of field-intelligence by providing important (and sometimes very crucial) information, about the nature of competitive-activities, and also about the changing needs of customers. Function, Objective, Process, Definition, Formulation of a Strategic Sales Programme. Advertising and promotions 4. Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. Sales Management – 20 General Functions . Marketing research 6. Related to all the activities which facilitates flow of goods to customers. (vi) Rise in per capita income and demand for more goods by the consumers. Updated on: November 16, 2019 Leave a Comment The objectives of sales management are decided in light of Corporate objectives. Privacy Policy 8. Top 10 Sales Management Functions. Revenue, sales, … Sales management process have three stages: The strategic sales programme should consider the environmental factors faced by the firm. Strategy and sales management . Posted by Dave Kurlan on Tue, Nov 10, 2009 @ 09:11 AM Tweet . The prime responsibility of the salespersons is to sell the goods, produced by the organization, at a profit. Try Zoho CRM's Sales management software for free. Perhaps more than in any other business area, sales people need hands-on support and guidance to help them succeed in a particularly challenging role. Profit maximization through increased consumer satisfaction and market share. Importance of Sales Management; Image Source: pixabay.com. If you are a sales manager, then you would relate to every word. An important function that takes much time of a sales manager is the management of the sales force. Staff functions 3. Sales brings turnover for the company and this turnover results in profits. Learn Human Resources Skills . National income is the seventh importance of sales department/management and it means that selling results improve the production and marketing policies which results in better quality of products and services that results in a better standard of living and more employment opportunities are generated due to sales management. Disclaimer 9. Many salespeople are among the best-paid people in the business. It requires the efficient use of resources combined with the guidance of people in order to reach a specific organizational objective. Do not ignore any step. To determine sales volume in ways that contribute to profitability. Sales professionals should follow the below mentioned steps for maximum sales and better output. It involves the determination of the structure of the sales force and delegation of authority which is supposed to be necessary to achieve the organisation’s objectives. Report a Violation. The sales management process can include goals for individual staff members, departments, and the entire company. The financial results of a firm depend on the performance of the sales department. The business, is now society-oriented, on human-welfare aspects. It is indirectly responsible for the fulfillment of the objectives of top management. Recruitment: An essential part of the effective sales force management is recruitment. Sales or marketing management is concerned with the chalking out of a definite programme, after careful analysis and forecasting of the market situations and the ultimate execution of these plans to achieve the objectives of the organisation. Businesses that thrive execute one thing very well: sales management. Executing the marketing strategy successfully requires efficient and well-trained Sale Representatives. It involves responsibility to achieve the objectives and to fulfill specific organizational purposes through economical and effective planning and regulation. Marketing and Sales Management in Sales Organizations. What is Sales Management? These are also typically the goals and performance indicators of sales management. Initial Contact/Lead These functions differ from company to company according to their size and the nature of their products. Geektonight is a vision to provide free and easy education to anyone on the Internet who wants to learn about marketing, business and technology etc. Defining the sales territories . 2. Before publishing your articles on this site, please read the following pages: 1. Most sales support activities were performed independently and inconsistently for each country, resulting in a lack of standardization and repeated bid and proposal activities. 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