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Sales Management

Sales Management

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Published by classmate
Sales Management: Sales management originally referred exclusively to the Direction of sales force personnel who undertake the responsibility of selling.

According to AMA: “Sales management refers to the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force.”
Sales Management: Sales management originally referred exclusively to the Direction of sales force personnel who undertake the responsibility of selling.

According to AMA: “Sales management refers to the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force.”

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Published by: classmate on Jan 18, 2010
Copyright:Attribution Non-commercial

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08/12/2013

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Genesis: SALES ORIENTATION STAGE OF MARKETINGSelling:
It refers to an art of persuasion by means of preaching attributesof the products / service so that need can be created among prospectivecustomers and purchase can be made by them.
Sales Management:
Sales management originally referred exclusively tothe Direction of sales force personnel who undertake the responsibility of selling.
According to AMA:
“Sales management refers to the planning, direction,and control of personal selling including recruiting, selecting, equipping,assigning, routing, supervising, paying and motivating as these tasksapply to the personnel sales force.”
Tosdal defines it as
“a planned proposition of work of any commercial,personal sales unit, which includes admission, selection, training tohandle the equipment, regulation, investigation, payment and incentive,and this is applied to personal sales.
 
Features of Sales Management1.It is a planned proposition of work of personal selling.2.It deals with the management of sales force personnel.
OBJECTIVES
To generate profitable sales volume
To contribute significantly in the maximization of profit by costreduction
To ensure sustained growth and long term performance of the firm
To develop corporate image
To bring maximum satisfaction among customers & consumers
To achieve marketing objectives of the firm

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