Sales management

Sales management is solely concerned with the direction and control of the sales
force. It refers to the management of sales personnel, though sometimes, in a
broader sense, it covers advertising, distribution, pricing, and product designing,
all elements of marketing management.

The sales force may communicate effectively with the other departments of the
company if it is a well-planned organization and has an appropriate distribution
network. It refers to the direction and control of salesmen.
The planning, recruiting and selection, training, organizing, supervision,
compensating and coordinating of the sales force, all come under sales
management. It is a part and parcel of marketing management.

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Objectives of Sales management

• Generating Revenue
• Cycle Time
• Profit Margins
• Qualified Lead
• Win Rate
• Customer Retention
• Upsells & Cross-Sells

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Objectives of Sales management

• Upselling is when you offer your customer a bigger or better

version of the product or service they've purchased. For
example, selling a higher-quality and more expensive printer
ink to go with the printer a customer just purchased would be
considered upselling.

• Cross-selling is offering your customers items that support a

purchase they've already made. For example, selling seat
covers to go with the new car a customer just bought would be
cross-selling.

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Role of Sales Manager

• Meeting sales goals

• Evaluating performance
• Creating incentives
• Creating a sales strategy
• Maintaining staffing
• Coaching sales team
• Solving problems

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Sales Organization

• Sales organization consists of human beings or persons working together

for the effective marketing of products manufactured by the firm or the
products purchased for resale.

• A sales organization coordinates the efforts of members of a group to

bring about a desirable result. It provides an efficient, economical, and
flexible administrative setup to ensure the timely movement of products
from the warehouse to the ultimate consumer.

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Role of Sales Manager

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THANK YOU!
Happy Selling
All the best for Examination