MKT 005: Professional Salesmanship

Module #5 Student Activity Sheet

Lesson Title: Sales Management Scope and Importance Material: SAS

Learning Targets: Reference:

At the end of the module, students will be able to: Jobber, D. & Lancaster, G. (2019). Selling
1. Describe the scope of Sales Management. and Sales management.
2. Explain the importance of Sales Management

Productivity Tip: To get a fresh set of ideas, try studying in a different place.

A. LESSON PREVIEW/REVIEW

Introduction

Let us now learn about the extent to which Sales Management is applicable in business organizations.
Sales Management is a field which has emerged from marketing management; however, the latter is a broader
concept.

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 Scope of Sales Management

Let us now learn about the extent to which sales management is applicable in business organizations:

Sales Planning or Forecasting: The sales-related activities need to be planned well in advance through
anticipation of future sales prospective.

Sales Budgeting: The sales manager needs to determine or estimate the sales budget, i.e., the expenses
which will be incurred in carrying out the sales activities.

Determining Structure and Size of Sales Organization: The department of a company which is solely
responsible for all the sales-related functions is termed as a sales organization. Sales Management provides
for determining the size, composition and structure of a sales organization.

Human Resource Planning: The Sales Management ensures a proper estimation of sales personnel
requirements in the organization.

Hiring Sales Personnel: It initiates the recruitment and selection of efficient and suitable candidates for
various vacant sales positions.

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 MKT 005: Professional Salesmanship
Module #5 Student Activity Sheet

Training and Development of Salespeople: It also includes providing training and orientation to the selected
candidates to develop their skills and knowledge to match those required for the job position.

Developing Salesperson’s Objectives: The sales manager set up achievable objectives or goals for the
salespeople appointed under him/her.

Fixing Sales Quotas: Also, the sales quota (monthly, quarterly or yearly) is fixed, either in terms of volume or
value of sales to set targets for the sales team.

Determining Sales Territories: Every sales team or salesperson is given a particular region or area as a
target market, where they need to penetrate for selling products or services.

Motivating Sales Personnel: It also emphasizes on reviewing the work of salespeople and driving them
frequently to perform better.

Compensation and Remuneration of Salespeople: It ascertains appropriate salary, remuneration,

allowance, commission and other benefits to the salespeople.

Controlling Sales force: Exercising sufficient control by monitoring the performance of the sales personnel is
also a crucial function of sales management.

Branding, Labeling and Packaging: The sales personnel gathers customer feedback on the acceptability of
the product packaging, presentation, branding and labeling.

Managing Distribution Channel: It also ensures keeping track of the marketing channels and filling the
loopholes if any.

Sales Promotion: The product advertisements and other promotional tactics are also determined through
Sales Management functions.

Organizing and Support Service: It includes handling of queries and solving problems of the sales personnel
through proper guidance and support service.

After-Sale Services: The customer recognizes a company mostly through the effectiveness and efficiency of
the after-sale services it provides, which is the concern of sales management.

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 MKT 005: Professional Salesmanship
Module #5 Student Activity Sheet

Topic #2 Importance of Sales Management

In order to achieve the sales target of an organization, sales management is crucial particularly on how
to increase the demand of the customer for a particular product. The following points of view need to consider
for sales management in any organization:

o Sales Management facilitates sales of a product which can realize profits that help in generating
revenue to the organization.

o Sales management focuses on the aim of planning a strategy therefore, it helps the attainment of
organizational goals and sales objectives within the given timeframe.

o One of the functions of Sales management is to monitor customer preferences and other external
factors which is a requirement in order to manage profitability of the business.

Sales management may differ from one organization to the other but overall it can be concluded that
Sales Management is very important for an organization for achieving its short-term and long-term goal.

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 MKT 005: Professional Salesmanship
Module #5 Student Activity Sheet

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. Categorize the ten (10) statements below if these should be part of Sales Management
Scope or Importance of Sales management. Write the statements on the corresponding columns. An example
has been provided for you.

● Human Resource Planning

● Manages Sales Force
● Fixing Sales Quotas
● Developing Salesperson’s Objectives
● Training and Development of Salespeople
● Manages Sales Force
● Aids Top Management Decision Making
● Develops Personnel
● Determining Sales Territories
● Product Development

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 MKT 005: Professional Salesmanship
Module #5 Student Activity Sheet

SALES MANAGEMENT SCOPE IMPORTANCE OF SALES MANAGEMENT

● Manages Sales Force

C. LESSON WRAP-UP

Summary

Sales management is a vital part of any business organization. It not only makes the products or
services available to the customers but also supports the organization to sustain competition in the long run.

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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Answer Key
SALES MANAGEMENT SCOPE
● Fixing Sales Quotas
● Developing Salesperson’s Objectives
● Training and Development of
Salespeople
● Human Resource Planning
● Determining Sales Territories
This document is the property of PHINMA EDUCATION
MKT 005: Professional Salesmanship
Module #5 Student Activity Sheet
IMPORTANCE OF SALES
MANAGEMENT
● Manages Sales Force
● Manages Sales Force
● Aids Top Management
Decision Making
● Develops Personnel
● Product Development