TOS 7. We need to understand the functions of operations management clearly. Sales Force Management Functions play a vital role in the success of the marketing plan. Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. Learn Human Resources Skills . Setting sales targets and sitting back is not a winning approach. Geektonight is a vision to provide free and easy education to anyone on the Internet who wants to learn about marketing, business and technology etc. Naturally, sales has a major contribution to profit and it is categorized as a profit functionin several organizations. Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. Formulation of a Strategic Sales Programme 2. To understand the concept of sales management clearly, we must go through its following characteristics: 1. The following are the other factors showing importance of the sales management: (i) Introduction of new products in the market. Sales Correspondence 4. Market Research 2. A sales manager must be very clear about his role in the organization. Sales management is a business discipline which is management of a firm’s sales operations and focused on practical applications of techniques used in sales. An important function that takes much time of a sales manager is the management of the sales force. These functions differ from company to company according to their size and the nature of their products. Perhaps more than in any other business area, sales people need hands-on support and guidance to help them succeed in a particularly challenging role. This is a crucial aspect of the business as net sales of products and services draw profit of the business. Tell us what you think about our post on What is Sales Management in the comments section and Share this post with your friends. Creating a proper image for the company and its products/services. It involves setting objectives of the firm’s sales efforts, formulation of sales strategies and policies in order to achieve those objectives. The prime responsibility of the salespersons is to sell the goods, produced by the organization, at a profit. Businesses that thrive execute one thing very well: sales management. Pricing policies and price fixing 3. The sales-engineers are qualified to analyze technical-problems, which may be confronting a particular organization and they can give the right recommendations for developing efficient operations. (vi) Rise in per capita income and demand for more goods by the consumers. He should know what he is supposed to do at the workplace. Related to all the activities which facilitates flow of goods to customers. Copyright 10. To collect and report market information of interest and use to the company management. Top 6 Qualities that makes a Successful Salesman – Explained. It involves setting objectives of the firm’s sales efforts, formulation of sales strategies and policies in... Organisation. Disclaimer 9. Though all the departments of any organization are indirectly focused on driving sales, sales management as a term applies to that section of the business that directly interacts with lead or prospect and tries to get them to make a purchase. According to Philip Kotler, “Marketing management is the analysis, planning implementation and control of programmes designed to bring about desired exchanges with target markets for the … Sales management today is the most important function in a commercial and business enterprise. Come on! These are also typically the goals and performance indicators of sales management. The sales management formulates the objectives for the sales department, which is subordinate to the top management. What is Sales Management? Achieving the sales targets of the organisation. Sales refers to the process of selling, whereby product is offered for sale to the customer at a certain price and at a given period of time. Further their sales plans to a greater extent rest upon the requirements and motives of the consumers in the market aimed at. Function, Objective, Process, Definition, Formulation of a Strategic Sales Programme. To secure a targeted percentage of certain accounts of a business. Sales Management: Functions and Importance of Sales Management – Explained! One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. Sales management refers to the administration of the personal selling component of a company’s marketing program. Advertising and promotions 4. Sales management refers to the administration of the personal selling a company's product line(s). But what about the functions of Operation Management. The list, in no particular order is probably different, in many ways, as much for what's not on it as for what is: COACHING; ACCOUNTABILITY; MOTIVATION; RECRUITING; DEVELOPMENT; LEADERSHIP; RELATIONSHIPS; TACTICS; STRATEGY; … If you are a sales manager, then you would relate to every word. Because there are so many moving parts within an organization, the sales management process needs to be fully grasped to ensure each “aspect” of the collective sales effort is operating efficiently.. It pays to adopt a step by step approach. Two sales management definition are mentioned below: American Marketing Association (AMA) define sales management as: “The planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks, apply to the personal sales force“. Top 10 Sales Management Functions. The financial results of a firm depend on the performance of the sales department. Distribution policies and channel selection criteria. 2. The top 10 Sales Management functions: COACHING ACCOUNTABILITY MOTIVATION RECRUITING DEVELOPMENT LEADERSHIP RELATIONSHIPS TACTICS STRATEGY SYSTEMS AND PROCESSES Other sales management functions: Territory Management Paperwork Meetings Travel Joint calls For example, an insurance agent can analyze the hazards and risks that confront a client’s business or home-situation, examine existing coverage and offer helpful advice, in order to eliminate the gaps or overlaps in coverage, in addition to saving the client’s money. We know well what these departments do and how they help the business to reach success. Equally important here is the fact, that an economy needs individuals, to sell what is produced. The business, is now society-oriented, on human-welfare aspects. Sales management process have three stages: The strategic sales programme should consider the environmental factors faced by the firm. Managerial functions 2. It is the income-producing division of a business. Recruiting the right people to execute the sales plan . Advertisement policies such as media selection and target audience. A sales manager is … Sales-management differs from other fields of management, mainly in different aspects: the selling operation of a business firm does not exist in isolation. The general functions of sales management are as follows: 1. To service existing accounts, (customers). Marketing Management: Meaning and Importance of Marketing Management – Explained! In recent years, that process has changed dramatically as the vast majority of sales take place online or over the phone instead of in person. It involves planning, implementation and control of marketing programmes or campaigns. Before publishing your articles on this site, please read the following pages: 1. Of course, previous performance does not always indicate how anyon… The sales management process can include goals for individual staff members, departments, and the entire company. Sales management, apart, from the management of personal selling, encompasses marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. But there is one more aspect to the contribution of profit by sales. Specifying the sales quota to be achieved for each … To understand the functions of management, you must first examine what management is about. Evaluation and Control. Profit maximization through sales maximization. Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. How do you define management?Management is a process with a social element. Updated on: November 16, 2019 Leave a Comment The objectives of sales management are decided in light of Corporate objectives. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force. But if the sales team drops the price, then the objectives are not being met and t… Posted by Dave Kurlan on Tue, Nov 10, 2009 @ 09:11 AM Tweet . It relies heavily on designing the organisations’ offering in terms of the target markets needs and desires and using effective pricing, communication and distribution to inform, motivate and service the market.”. The salesperson becomes an important source of field-intelligence by providing important (and sometimes very crucial) information, about the nature of competitive-activities, and also about the changing needs of customers. Do not ignore any step. (iii) Reducing cost of sales and distribution. It should organize and plan the company’s overall personal-selling efforts and integrate these with the other elements of the firm’s marketing strategy. 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