Sales Management

Sales management : 

Sales management Sales management includes the analysis, planning, implementation and control of sales force activities. Setting of goals. Designing sales forces. Recruiting Supervising Selecting Evaluating the firms salespeople Training These are all major sales management decisions.

Slide 2: 

In today’s world it seems change is the only constant characterized by rapidly changing technology. These changes have important implications in every company’s sales management decisions. As an element of the marketing mix, the sales management decisions are very effective in achieving certain marketing objectives. TODAYS CHANGING WORLD

SALES OBJECTIVES : 

SALES OBJECTIVES I. Major steps involved: Establish sales force objectives. Design sales force strategy & structure Recruit and select salespeople Train salespeople Supervise salespeople Evaluate sales performance

Sales force Structure: : 

Sales force Structure: Territorial Structure: Assigns each sales person a territory in which to sell company’s products/services. Product Structure: Sales people sell along product lines. Customer Structure: Organize sales people along customer or industry lines. Complex Structures: When a company sells a wide variety of products to many types of customers over a broad geographical area. most important part of sales MANAGEMENT

INCREASING NOS. OF SALES : 

INCREASING NOS. OF SALES Once a company has set the above strategy and structure it is then ready to consider the sales force size. Increasing their number will increase both sales and costs

Sales force Compensation: : 

Sales force Compensation: Fixed amount Variable amount Expense account Benefits

Selection Process: : 

Selection Process: Selecting sales people is a tough task. fire sales ability is something every company looks for while hiring. Good sales people must be committed to sales as a way of life and have strong customer orientation.

Using Sales Time Efficiently: : 

Using Sales Time Efficiently: Sales people need to know how to maximize their time . time in travel, waiting, administrative tasks, telephone calls, service calls and face-to face selling.

Sales Performance Evaluation: : 

Sales Performance Evaluation: it communicates clear standards of acceptable performance constructive feedback. understand how the sales force is contributing to profits finally a review of sales expenses All this is an indicator of progress made