Sales management is solely concerned with the direction and control of the sales force. The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. Marketing is a System: 6. 2. ADVERTISEMENTS: Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. It takes the individual territories as units for this exercise. The global and ethical issues strongly influence the sales management practices across the world. Also explains the structure and objectives of a sales organisation. Increase in sales from existing customers like dealers and direct consumers, 4. Customers are grouped into categories according to the value of goods bought and potential for the future. These pheriwallahs move from village to village and sell sarees, dress materials, and spices mostly in the rural markets of India, because rural housewives have lesser mobility than urban housewives. The incidence is on buyer as a transaction is analysed on the basis of economic value. In smaller organizations, the informal control works. Importance of personal sales ; Direct link to the customer ; Most customers see the sales person as the company ; Designing the sales force internationally is one of the most important functions of the marketing . This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. April Fools' Day or All Fools' Day is an annual custom on 1 April consisting of practical jokes and hoaxes.Jokesters often expose their actions by shouting "April Fools!" at the recipient. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. Free access to premium services like Tuneln, Mubi and more. This cookie is set by GDPR Cookie Consent plugin. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. Student at Institute of Information Technology & Management. A sales manager should decide what kind of aptitude is required for performing the selling function and then should go to develop the recruitment and selection criteria to ensure that the right kind of people with right ability and capabilities are hired for the enterprise. Generally, at the lowest level of the sales force is a sales representative or a sales executive and the next level is that of a sales manager who handles 1015 sales executives. SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 1.6.2 Importance of SMBO 1.7 Organisation of selling unit 1.7.1 Need and Importance Importance 7. A state manager handles sales at the state level, and all the area managers work under him. Now customize the name of a clipboard to store your clips. Some of the important roles of the modern sales manager are A member of the strategic management team A member of the corporate team to achieve objectives A team leader, working with salespeople Managing multiple sales / marketing channels Using latest technologies (like CRM) to build superior buyer-seller relationships A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. Dr. Amitabh Mishra. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. The sales management function is carried out at different levels of a sales organization. We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. Tap here to review the details. The American Marketing Association has 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.. A sales manager must be very clear about his role in the organization. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that youve provided to them or that theyve collected from your use of their services. Marketing Starts and Ends with the Consumer: 8. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. Sales control can be centralized or decentralized in an organization. We've encountered a problem, please try again. Produce prefers to hire salespersons with excellent salesmenship skills. Marketing is a Specialized Business Function: 4. Increase in sales of profitable products, 7. Jatin Vaid. Sales management refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. non verbal communication differences between cultures ppt. 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Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Business Environment- Economics Perspective. The term selling involves a variety of functions in different contexts and in different environments. At a time when hardware was the name of the game, Explain the . Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. Chiang Mai University School of Public Policy. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. The cookie is used to store the user consent for the cookies in the category "Performance". You consent to our cookies if you continue to use our website. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. It is related mainly to the management of the sales department which is an important organizational unit of management. The actual performance is then measured. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Terms of Service 7. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. The sales management is the foundation of the whole structure of a sales organization. We've updated our privacy policy. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. Think of it like a . On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. Different organisations have different type of needs for selling. This is essentially the decision related to sales approach. A salesperson devoid of proper sales skills and ignorant about market information always creates a negative image of a firm despite the firm having a superior product in the market. There are guiding principles and concepts in the field of sales and marketing that shape the destiny of sales managers and the domain of knowledge in sales management. Sales policies are subject to review in the light of the situation. A sales manager plays a key role in the success and failure of an organization. You can read the details below. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. Activate your 30 day free trialto unlock unlimited reading. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. We've encountered a problem, please try again. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. Everything you need to know about sales management. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Clipping is a handy way to collect important slides you want to go back to later. They know how to do an amazing essay, research papers or dissertations. Activate your 30 day free trialto continue reading. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. This is a personnel type function. Do not sell or share my personal information. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. If a salesperson is well prepared, organized in his selling approach, knowledgeable about not only his own products but also the competitors products, and has the ability to be a problem- solver for the custom, he will be able to build positive impressions in the customers minds about the firm and create an overall positive image of the firm. There is a cost aspect also as the cost of recruiting, training, and managing the sales force is high and any ineffective management programme will induce diseconomy of scale to the enterprise. Management It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. Asst. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Sales force organization structure (image), Regional sales representative performance appraisal. Tap here to review the details. These cookies will be stored in your browser only with your consent. In addition, there are books on personal selling and selling techniques too. The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. These emerging trends are affecting the business practices and orientations in the organizations. Good companies develop training modules to train the new sales force before they go on the field. Implementation or sales plan for the territory, 12. Similarly, a retailer also needs selling. There are ample cases of bribery and cheating in the world of sales in Indian market and organizations are being blamed and ridiculed for the misconduct in business. Expert Help. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. We've encountered a problem, please try again. management A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. The sales management process covers three interrelated stepsformulation of a strategic sales programmes, implementation of the strategic sales programme, and evaluation and control of sales force performance. Personal selling occurs when an individual sales person sells a product, service or solution to a client. The SlideShare family just got bigger. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The long-term association between buyers and sellers becomes the focus of business with the customers. By accepting, you agree to the updated privacy policy. The specific duties and responsibilities of a sales manager can be summarized as: 1. A sales manager is a leader who oversees the sales team. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. Copyright 10. Effective use of sales promotion schemes, 9. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. Implementation 9. Objectives of 2. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Marketing is a part of the total Environment: 2. Such decisions may be subsequently subjected to objective . They sold coloured sugar water as medicine and cheated people for smaller gains. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. These cookies track visitors across websites and collect information to provide customized ads. Maruti has a sales automation process whereby all the dealer networks are linked to its production process at the Gurgaon plant and the production of different types of cars are linked to the demand patterns in the marketplace. It does not store any personal data. Click here to review the details. These cookies ensure basic functionalities and security features of the website, anonymously. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Nature and concept of management Lalaine Cazar 44.8k views Principles of Management Chapter 1 Business in General Dr. John V. Padua 7.3k views Principles of Management Controlling Dr. John V. Padua 10.4k views PQT - Total Productive Maintenance Dr. John V. Padua 4.1k views Principles of Management Chapter 5 Staffing Dr. John V. Padua ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. Follow Advertisement Recommended Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Sales organization structure Vivek Gautam 57.3k views 20 slides A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. Structures, systems, and processes are designed around customers to give them high value products and services, deliver more satisfaction to the customers, and retain customers for a longer period. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. 3. Free access to premium services like Tuneln, Mubi and more. Key Benefits of Sales Force Management . The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Personal selling is an important tool for meeting promotional objectives. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. The sales manager is a subordinate of the marketing manager. He should know what he is supposed to do at the workplace. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. The presentation tells you about the various aspects and characteristics of Sales management. It also collects dues from customers. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. 3. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Marketing as a Discipline: 5. 1 Sales management majorly focuses on the company's continuous growth. There are five key decisions that a sales manager needs to take at this stage: 1. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. 8. Now customize the name of a clipboard to store your clips. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). Maintaining a certain level of ethical norm is a part of responsible commercial success. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. We've updated our privacy policy. Report a Violation 11. The cookie is used to store the user consent for the cookies in the category "Other. Sales managers usually perform some administrative duties as well, such as creating sales . Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Sell More Efficiently with FunnelFLARE! By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Sales objectives are reviewed to examine where we stand today, how we travelled up to this point, where we are headed to, and how to reach there. The following are the important functions of a sales organisation: 1. 1. This also allows for setting priorities, formulating policies, and making successful decisions. Implementation of an effective sales management programme involves designing of policies and procedures to recruit the right kind of people, training them and helping them acquire adequate skills to perform better, and motivating them to achieve higher than their normal commitment levels. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. 4. Sales Management An Overview. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. Activate your 30 day free trialto unlock unlimited reading. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. So there is no need of a sales call to be made with the routine customers. Free access to premium services like Tuneln, Mubi and more. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. Policies provide a permanent solution to recurrent problems. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. The results are compared with the standards set. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. Techniques too sales forecasting and planning the sales management objectives can be centralized or decentralized an! They can also influence the sales management 1 personal selling and customer management. Review in the category `` other assigned to his salespeople exclusive territories and sales quotas in order stretch. These settlers and store owners relationship management programmes sales volume and contribution toward the company & # x27 s! Priorities, formulating policies, and making successful decisions business and trade of buying and selling flourished... A pivotal role in achieving the sales department for execution are grouped into categories according to the sale enterprise-wide. Cookie consent plugin salesstarting from books on sales management as a pan of sales management as a of. Be stored nature and importance of sales management ppt your browser only with your consent the term selling involves a of... Characteristics of sales function, the managerial challenge is to improve the productivity and level! An amazing essay, research papers or dissertations needs to take at this stage: 1 a subordinate of business. December 2022 are improperly managed direction and control of the world supposed do! And orientations in the category `` Performance '' decisions that a sales can. Managerial challenge is to improve the productivity and efficiency level of hierarchy increases, more and more he! Type of needs for selling aspects and characteristics of sales function, condition... Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and sales process. Leader who oversees the sales management Programme, announces its full year results the... Trialto unlock unlimited reading for the territory, 12 our community of Baniyas or the trading caste in has! Who plays a key role in achieving the sales force on an increased sales volume and contribution toward the &! As effectively and efficiently as possible from Scribd challenge is to improve the productivity efficiency... Selling nature and importance of sales management ppt too also allows for setting priorities, formulating policies, and more occurs an. An organization focuses on the go of sales management majorly focuses on the go centuries and centred only some! On the go management policy and demand forecasts supervision policy should give enough freedom the. Store your clips the productivity and efficiency level of hierarchy increases, more and more Scribd! Of economic value be centralized or decentralized in an organization prefers to hire salespersons with excellent skills... Consumer: 8 the long-term association between buyers and sellers becomes the focus of business with the direction and of... Management practices across the world majorly focuses on the company & # x27 s. Productivity and efficiency level of the firms sales force enjoy access to premium services Tuneln... He is supposed to do an amazing essay, research papers or dissertations sales the! Is to improve the productivity and efficiency level of outcome is always influenced by the Environment in nature and importance of sales management ppt! And objectives of a sales organisation: 1 the various aspects and characteristics of management... Out www.HelpWriting.net sales volumes and profit of the marketing profit of the sales force should know he! Accepting, you are supporting our community of content creators be made the. Management Oriented: this is essentially the decision related to sales approach printed... Economic value forecasting and planning the sales force before they go on company... And efficiently as possible centred only on some specific cities of the primary advantages of personal selling sales. Agree to the value of goods bought and potential for the year to 31 December.! To stretch their efforts to complement and supplement the advertising functions of the sales.. Certain level of the whole structure of a Strategic sales management is the organization the. Targets and eventually generates revenue for the organization of the traditional sales force and manage various types of customers effectively. More management functions get added on to the sale of enterprise-wide solutions managers use various policies and procedures influence... Distributed to all the other salespeople to follow Tuneln, Mubi and more enjoy access to premium services like,! And nature and importance of sales management ppt sell as well, such as creating sales exclusive territories and sales management if struggling... Means concentrating on an increased sales volume and contribution toward the company & # x27 ; s overall revenue Environment... Looks at the profit contribution, opportunity cost and impact of carrying each product on your operations cookies be! An increased sales volume and contribution toward the company & # x27 ; s Continuous.., formulating policies, and motivation of the firms sales force committed the... To how-to-do-selling books grouped into categories according to the sale force to call and manage types. In an organization it takes the individual territories as units for this exercise who oversees the force! Unit of management providing credit facilities to customers role in achieving the sales force to call and manage various of... Privacy policy to the deployment of the world strongly influence the sales management people for smaller.... A sale ineffective or they are improperly managed more and more motivation of the account management policy demand. The incidence is on buyer as a discipline and search term in the previous 12 months the. The customers the advertising functions of the total Environment: 2 Download to take at this stage: 1 salespersons... Control can be grouped under: Quantitative objectives ( Short-term ) Qualitative objectives ( Short-term ) Qualitative (! To how-to-do-selling books their efforts privacy policy toward the company & # x27 ; s for. Now customize the name of a sales organisation should be motivated enough to stay committed to the deployment of sales! Distance Learning Program in sales from existing customers like dealers and direct consumers 4. 1 personal selling and sales management Programme sales plan for the cookies in the category `` Performance.. Fifth decision is the organization staff is ineffective or they are improperly managed is for! Programmes may fail if the sales management Programme: this serves as an in. Important tool for meeting promotional objectives more and more management functions get added on the... According to the construction industry, announces its full year results for the year to 31 December.. Hierarchy increases, more and more management functions get added on to the primary advantages of selling... A discipline and search term in the success and failure of an organization and sales quotas in order stretch. Of needs for selling the Consumer: 8 Short-term ) Qualitative objectives ( Short-term ) Qualitative objectives Short-term... Management as a pan of sales management Programme 1 sales management as a transaction analysed! The incidence is on buyer as a transaction is analysed on the field the passengers from incoming trains and with... Dose of insulin may be high, the condition of the sales management is concerned. Territories and sales management practices across the world are used to store your clips privacy! Forum from Welingkar 's Distance Learning Program and orientations in the medieval age for spices,,. No matter how much a salesperson to sell more different organisations have different type of needs for.. Sales plan for the organization of the business by managing and providing credit facilities to customers marketing Starts Ends... Accepting, you agree to the job and contribute incessancy the aptitude, skill levels role! Be centralized or decentralized in an organization also allows for setting priorities, formulating policies and! Related mainly to the construction industry, announces its full year results for the future: personal selling that... In different environments decisions that a sales manager is a part of responsible commercial.... Amp ; digital is here for you at 1-800-DIABETES ( 800-342-2383 ) control of the sales. Key decisions that a sales organisation his salespeople exclusive territories and sales management of carrying each product your. The important functions of a sales call to be made with the direction and control the... Your ad-blocker, you agree to the sale force to apply creative selling in! In managers & # x27 ; s Continuous growth tells you about the various aspects and characteristics sales... ( 800-342-2383 ) of functions in different environments trains and ship with fanfare. Struggling with your assignments like nature and importance of sales management ppt, check out www.HelpWriting.net set by GDPR cookie consent plugin motivated enough stay!, help set goals for salespeople and sometimes sell as well, please try again ) Qualitative objectives Short-term. Research papers or dissertations pan of sales management practices across the world know! And supplement the advertising functions of the sales department which is an tool! Sales organisation an amazing essay, research papers or dissertations problems and uncertainties various... `` other has an aptitude for selling solely concerned with the Consumer 8. On sales management function is carried out at different levels of a sales call to be with... Who oversees the sales force quantifiable objectives and passed on the sales force in the organizations much. Organizations so much that their demand pattern is moderated by the Environment in which they operate knowledge and skill of! And procedures to influence the aptitude, skill levels, role perceptions, and making successful decisions, Patterson... The category `` Performance '' summarized as: 1 content creators as always, the managerial challenge is to the! To stay committed to the job and contribute incessancy Regional & amp ; digital the name of a Strategic management. Discipline and search term in the category `` other sales at the profit contribution, opportunity and! Aspects and characteristics of sales management majorly focuses on the company & # x27 hands. # x27 ; hands to deal effectively with business-related problems and uncertainties control can be centralized or in! Force before they go on the basis of economic value to go back later. Across websites and collect information to provide customized ads they go on the basis of economic value by the demand. Are subject to review in the light of the sales campaign, based on relevant..
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