MKT 005: Professional Salesmanship

Module #3 Student Activity Sheet

Lesson Title: Key Aspects of Sales Management Material: SAS

Learning Targets:
At the end of the module, students will be able to: Reference:
1. Name the key aspects of sales management Jobber, D. & Lancaster, G. (2019). Selling
2. Identify the fundamental elements of sales and Sales management.
management

Productivity Tip: “The more that you read, the more things you will know, the more that you learn, the more
places you will go.” - Dr. Seuss

A. LESSON PREVIEW/REVIEW

Introduction

Good day! Previously, we have discussed Professional Salesmanship and its functions. Today, we will
be provided with knowledge of the Key Aspects of Sales Management.

Some of these aspects are the person-management, making sure everyone knows what they are doing
and what is expected of them, track of sales that have been made and as to operations flow through the sales
process should be constant and the effectiveness and efficiency highly observed or practiced.

Please read the learning targets before you proceed to the succeeding activities. The learning targets
are your goals. Remember, you need to achieve your learning targets at the end of the lesson.

B. MAIN LESSON

Content and Skill-Building

Topic # 1 The Key Aspect of Sales Management

A Sales manager needs to concentrate on the three crucial elements of sales management.
Getting these three right can bring optimization of the sales management.

Let us now discuss each one of these in detail:

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 MKT 005: Professional Salesmanship
Module #3 Student Activity Sheet

Sales Operations - A team of sales

personnel is the backbone of the company.
They are the direct connection between the
product and the customer to enhance the
sales operations, the sales personnel are
given targets to achieve, and they are
assigned territories to cover, and given the
company’s vision to establish the company’s
goal. Therefore, a sales manager needs to
ensure that team members are handed over
the responsibilities, which matches their
skills and knowledge.

Sales Strategy - The strategy here

is to define the sales process, building the right
sales pipeline will make it easier to maneuver these deals to completion therefore, managing activities come
into play by providing a sequential presentation of the steps involved in the sales process, right from lead
generation to cracking the deal successfully. A sales funnel or pipeline guides the salespeople and proves to
be a useful tool for monitoring and controlling self-performance.

Sales Analysis - Analysing or reporting the performance of the sales team helps everyone to better-off
their tasks and efforts. Thus, it is one of the essential components of sales management because it allows to
understand how far the current efforts affect the company’s success and gives into an insight into what should
do to increase the efforts

Check for Understanding

Try to finish the exercise before going through the Answer Key at the last page. This will help in
checking if you have understood the lessons in this module before going to the next module.

Exercise 1. True or False.

___________ 1. Sales operations means reporting sales performance.

___________2. One of the aspects of sales management focuses on sales operations.

Exercise 2. Fill in the blank.

__________________1. It is one of the essential components of sales management because it allows

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 MKT 005: Professional Salesmanship
Module #3 Student Activity Sheet

one to understand how far the current efforts affect the company’s success
and gives insight into what should be done to increase the efforts.

__________________2. The sales personnel are given targets to achieve, and they are assigned
territories to cover, and given the company’s vision to establish the company’s
goal.

__________________3. A sales funnel or pipeline guides the salespeople and proves to be a

C. LESSON WRAP-UP

Summary

Sales Strategy is the optimal of sales management because it is needed to define the sales process
which may affect how the sales team can build or optimize their efficiency in terms of sales effort. At the same
time, sales strategy also has varying strategic activities to maintain during the sales process in terms of how
the sales manager can have customer acquisition and customer retention. The prepared sales pipeline
provides a sequential presentation of the steps involved in the sales process, starting from lead generation to
cracking the deal successfully.

Frequently Asked Question

1. What should a Sales manager do to build and optimize the efficiency and effectiveness of a sales team?

A Sales Manager needs to ensure that team members are handed over the responsibilities, which
matches their skills and knowledge and they have been provided with the required training to execute
their duties in the desired manner.

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 MKT 005: Professional Salesmanship
Module #3 Student Activity Sheet

The manager also needs to:

● Determine challenging and realistic sales targets

● Allot a particular area or territory to each salesperson
● Set objectives and sales quota for the sales team.

Thinking about Learning

Congratulations for finishing this module! Shade the number of the module that you finished.

Did you have challenges learning the concepts in this module? If none, which parts of the module helped you
learn the concepts?
_______________________________________________________________________________________
________________________________________________________________________________________

Some question/s I want to ask my teacher about this module is/are:

________________________________________________________________________________________
________________________________________________________________________________________

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 MKT 005: Professional Salesmanship
Module #3 Student Activity Sheet

Answer Key

Exercise 1

False – Sales Analysis

True

Exercise 1
Sales Analysis
Sales Operations
Sales Strategy

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