What is Sales Management?
Sales management consists of two words- ‘sales’, and ‘management’. Sales management is a business discipline that is focused on the application of sales strategies and the management of a company’s sales operation.
What is
Sales Management?
Sales management consists of two words- ‘sales’, and ‘management’. Sales management is a business discipline that is focused on the application of sales strategies and the management of a company’s sales operation.
Sales Management Process
Sales management is a systematic process. When managers fail to follow a defined sales management process, chaos reigns and field sales force merely react to customer requests rather than help them solve problems.
Sales Management Process
Sales management is a systematic process. When managers fail to follow a defined sales management process, chaos reigns and field sales force merely react to customer requests rather than help them solve problems.
> planning
Sales Management is concerned with strategic decision making, as well as implementing marketing plans.
> Understanding the Selling Function
Sales management is responsible for developing and achieving results through salespeople.
> Sales Goals and Structure
Sales managers need to know where potential customers are located and how much they can be expected to buy.
> Building Sales Competencies
Sales managers hire salespeople with appropriate skills to implement the sales strategy.
> Managing the Salesforce
The last phase of the process focuses on managing the Salesforce, including leading, motivating, compensating, and evaluating performance.