Sales Manageme

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Definition – Sales Management

"The planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal sales force.“

- The American Marketing Association defines Sales Management

Sales Management

Firm

Sales

Managers

Sales

Rep

Customers

Value

What are Sales Managers Goals

Revenue

Sales

Profit

Market Share

Controlling Internal Costs

Objectives of Sales Management

Quantitative Objectives (short term)•To retain and capture market share• To determine sales volume in ways that contributes to profitability.• To obtain new accounts of given types,• To keep personnel expenses within specified limits

Qualitative Objectives (Long Term)

•To do entire selling job.•To search and maintain customer cooperation• To provide technical assistance wherever necessary• To assist in training of middleman’s personnel

Objectives Of Sales Management

To do entire selling jobTo search and maintain customer cooperationTo provide technical advice whenever necessaryTo assist in training of middleman’s sales personalTo collect and report market information of interest and use to the company management

Difference Between Marketing and Sales

Management

Marketing and sales are close relatives.Marketing sets the scene and sales finishes the job.Sales is the end result of marketingMarketing is concept oriented and sales is product oriented

Trade discounts (also called functional discounts): These are payments to distribution channel members for performing some function .

Trade sales promotion technique