Sales Management

All activities, processes and decisions involved

in managing the sales function in an
organization.

Managing a sales force well involves
understanding the complexity of selling
activities as well as the decisions involved in
managing those activities.
Sales Management Process
or process of effective management of a
companys sales force, involves three
interrelated sets of decisions or processes.

1. The formulation of a sales program
2. The implementation of the sales program
3. The evaluation and control of the sales
program
Environmental factors impact success
in selling
External and internal (organizational)
environmental factors influence sales
managers in four basic ways:

1. Environmental forces can constrain the
organizations ability to pursue certain
marketing strategies or activities
2. Environmental variables and changes in those
variables over time, help determine the
ultimate success or failure of marketing
strategies.

3. Changes in the environment can create new
marketing opportunities for an organization
4. Environmental variables are affected and
changed by marketing activities
External Environment
Are beyond the control of the individual
manager
However, companies do try to influence
external conditions to the extent they can
through political lobbying, PR campaigns and
the like.
Variables in the external environment
Economic includes competition
Legal and political
Technological
Social and cultural (ethics)
Natural

Variables in the internal environment
Goals, objectives and culture
Human resources
Financial resources
Production and supply chain capabilities
Service capabilities
Research and development and technological
capabilities