O.D.M Computer & Mgt. Education
- MM 308
SALES MANAGEMENT (MM-308)
Q:1:- Define Sales Management? What are the objectives of this area of Management? What roles do aSales Manager perform?
Nowadays the entire Sales Executives are professionals they plan & build the effectiveorganisation. Basically the professional approach requires thorough Analysis. Appropriate sales policiesand personal selling strategy. Sales executive are responsible towards customers and society.
RESPONSIBILITIES OF SALES EXECUTIVES TOWARDS CUSTOMER RESPONSIBILITY
Obtaining SalesProvide ProfitContributing BusinessVolumeContribution GrowthThe management is responsible towards the efficiency and planning of the product. So, this concept willemerge as a concept i.e
Sales management is management of sales force. It basically refers to the direction of sales forcepersonnel in an organisation.
“IN addition to the management of personal selling Sales Management means Management of allactivities, including advertising, Sales Promotion, Marketing Research, Pricing, Physical Distribution &Product merchandising.
According to American Marketing Association
“Sales Management is the Planning, Direction and Control of Personal Selling including Recruiting,Selecting, Equipping, Assigning Routing, Supervising, Paying & Motivating as these applies to personalsales force.ControlRecruitmentSelectionMotivation
OBJECTIVE OF SALES MANAGEMENT1.Maintain Effective Communications
The main objective of sales Management is to maintain effective communication of salesdepartment with the other organizational units. This will ensure or help in increasing the sales of thecompany.
2.Develop an effective Distribution Network
Outside the company, the sales manager serves as a key contact with customers and other external publics and is responsible for building & marinating an effective distribution network so thatpeople come to know about the company.