Sales Management ; Definitions , Objective , Functions , Nature , Important , Stages

Sales & Management

Sales Management of overall Sales and the management of general sales activities such as developing sales personnel, making sales techniques, and managing Sales operations.

Sales management Meaning

Sales Management means planning, direction and Control of the Salesforce in sales-related activities.

Sales management का basically यहीं मतलब है  कैसे किसी तरह Planning , Plotting करके firms  की तरह से दिए गए target को कैसे achieve करे saleforce के लोग |

What are Sales

Sales एक activity है, जिसमे exchange किया जाता है Comminity or services का जिसके बदले मे आप money लेते है और उनको services या product देते हो यही sales है  |

Sales operations include activities ex:-

  • Recruiting
  • Selecting
  • Equipping
  • Assigning
  • Routing
  • Supervising
  • Paying
  • Motivating Salesperson
 The objective of Sales Management
  • Better Sales Planning (offer, incentive)
  • Sales maximization
  • Profit maximization
  • Benefit to Consumer
  • Benefit to the Company (more profit, more production )
  • Benefit to society (less price)
  • Boost the morale of the sale force, and sales team
  • Ensure organization Growth
 The function of sales management
  • Establishing Sales Goals
  • Identify Gap in Salesforce ( क्यों Sales increase नहीं रही )
  • Creating Sales budget (personal selling offer, Discount)Assigning Sales Quota
  • Designing Sales territories (sales person किस area में ज्यादा sales लेकर आएगा )
Nature of sales management
  • Goal oriented
  • Continuous process
  • Systematic approach
  • Relationship building
  • Profit oriented
  • Strong planning
Important of sales management
  • Helps in Product Development
  • Improves Distribution
  • Better customer satisfaction and Brand Loyalty
  • Facilitates financial decisions
  • Improve sale efficiency
  • Increase the profit of the company
Stages of Sales Management
  1. Initial = focus on closing deals
  2. Motivate = Sales performance of the employee
  3. Engage = Define the selling process to the sales force
  4. Coach =Developing program
  • Onboarding process for fresher
  • front line managers
  • high priority

5. Align =

  • Sales operations are data-driven
  • Sales quota targets provide
  • Management monitor
  • Control sales force in real time

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