Sales Management

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 Evolution of the
Sales Department
• Production
• Financing
• Operations
• Personnel
• Sales
• Import – Export
• Marketing

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 Sales Management
• Directing the sales force/personnel to achieve
the sales objectives of the organization to
support long-term sustenance and growth.
• Sales management now includes management
of the marketing activities as well.
• The planning, direction, assigning, routing,
supervising, paying and motivating as these
tasks apply to the personal sales force.

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 Objectives of
Sales Management

• Sales Volumes
• Contribution to profits
• Continuing growth

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 Sales Management and
Financial Results

• Sales – cost of sales = gross margin

• Gross margin – expenses = net profit

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 Sales Executive as a
Coordinator
• Organization and coordination
• Planning and coordination
• Coordination with other elements in the marketing
program
• Coordination with the distributive network
– Gaining product distribution
– Obtaining dealer identification
– Reconciling business goals
– Sharing promotional risks
• Coordination and implementation of overall marketing
strategy
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 Sales Management and
Control

• Sizing up the situation

• Setting quantitative performance standards
• Gathering and processing data on actual
performance
• Evaluating performance
• Action to correct controllable variation
• Adjusting for uncontrollable variation
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 Sales Control

• Informal control
• Formal control and written sales policies
• Policy formulation and review
• Formal control over sales volume
• Budgetary control

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 Thank You

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