He or she also is capable of … It is important to meet competition and to make efficient and economic distribution system to reduce costs. Includes details such as a sales incentive plan. Strategy this happens often the two separated functions don’t get along well. Selling Concept: The idea that the consumers will not buy enough of the firm’s products The role typically involves talent de Sales as a process implies exchanging the products or services in exchange for money in such a Browse the definition and meaning of more similar terms. 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. Concept. Ideally the sales force and the firm’s other marketing functions should work together closely to Example Lenovo In this article, the author contends that business is on the threshold of a new era of human and social concern, which will lead to a new sales management concept placing primary emphasis on the total development of human resources. Sales manager is the typical title of someone whose role is sales management. In phase four, the sales manager is not only a strong businessperson. Situation Analysis Assessing the current situation with techniques such as a SWOT analysis. Sales Research, Price fixation, Establishing sales territories and co-ordination of sales, 5. This isn't your first rodeo, but there's more work to be done. What is Sales Concept? Sales reports are always passed up to the top management to examine the overall performance of the sales team and salesperson individually. Sales management is mainly responsible for meeting the sales targets, hiring sales staff, training sales staff, preparing sales reports, order collections, stock checking, managing retailers and whole sellers, etc. Product Concept. Continuous Process: The sales manager needs to perform sales management functions regularly, and this process is never-ending. 1. Sales management refers to the administration of the personal selling component of a company's marketing program. Sales management should be well integrated with marketing strategy as well as distribution strategy of the company. CONCEPT OF SALES MANAGEMENT 1 | D e b a y a n D u t t a Sales Management Sales management is a business discipline which is focussed on the practical application of sales techniques and management of a firm’s sales operations. Another supervision is related to efficient time management from preparation of client call to closing of the deal. When Sales management originally referred exclusively to the direction of the sales force. Reporting the sales achieved back to the company, 5. Forecasting future sales targets for dollar value and sales force for next sales cycle, Sales Management involves various activities like-, 1. Automate billing, order management, and promotions to accelerate revenue. Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. 2. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Sales Management Systematic Approach: It is an organized way of handling the sales function of the comp… Hiring staff, setting goals, regular monitoring. Objectives & Goals Developing targets. Sales Process Management. By need. Looks like you’ve clipped this slide to already. Sales Management’s ultimate goal is to attain sales objectives of company. CONCEPT OF SALES MANAGEMENT Consumers favor products that offer the most quality, performance, or innovative … It is attainment of sales in an efficient and effective manner and all the activities involved in sales are managed. jointly create value for both customers and the company. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. It is done in an efficient and effective manner through planning, staffing, training, leading and controlling organizational resources. 4. Now customize the name of a clipboard to store your clips. Marketing management mainly focuses on the practical application of marketing techniques and the management of a firm's marketing resources and activities. Marketing Strategy deals with company orientation towards market place. the sales force for its poor execution of an otherwise splendid strategy. Sales Management is the most crucial and determining factor in any business enterprise along with marketing. Suite overview. 2. Product Concept. Transport Management includes packing, warehousing, and transportation by rail, road, and air.. Distribution Management includes marketing, market research, price-determination, taking market risk and advertising, publicity, and sales promotion.. Office Management includes activities to properly manage the layout, staffing, and equipment of the office.. Development Management involves … AI & machine learning. These are also typically the goals and performance indicators of sales management. Sales manager is hired to look after the sales and to manage them. Sales Management Q.1 Define Sales Management . The efforts involved in selling concept includes promotion and persuasion, but integrated marketing efforts are used by marketing concept, which encompasses various strategies related to the marketing mix i.e. See our Privacy Policy and User Agreement for details. Example insurance Sales Management helps the organization to achieve the sales targets efficiently. Production Concept: The idea that the consumers will favour products those are available MBA Skool is a Knowledge Resource for Management Students & Professionals. It is important to meet competition and to make efficient and economic distribution system to reduce costs. If your business brings in any revenue at all, a sales management strategy is an absolute must. The product concept holds that consumers will favor products that offer the most … Sales Management is the most crucial and determining factor in any business enterprise along with marketing. manner that what you get from it is more than what you put into it. Evolution of Sales Management As old as human civilization Bronze age salespeople carried wooden boxes(26 inches long) containing axe, sword, buttons etc. It deals with mainly 4 It is a concept or an idea which lays emphasis on the sale of goods and services and not the underlying need or want, and it does not really matter whether the products are actually needed by the customer or not. Sales Planning- Sales Planning is the first functions of sales management and it means that the role … Financial Results are another objective of sales management and are closely related and therefore sales management has financial implications as well. and highly affordable. 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. Sales Management process consists of all the steps required to manage sales and related activities effectively in a company or an organization. Thus the variation in Sales will directly affect the Net profit of a company. The prevailing concept of the sales manager's role has changed markedly from the beginning of this century; this is the era of the marketing concept. It is also important when new product to be launched and when distribution costs to be reduced. … Sales management in an organization is a business discipline, which focuses on the practical application of sales techniques and the management of a firm’s sales operation. concepts. Sales management is a business discipline which is focussed on the practical application of sales Sales management in an organization is a business discipline, which focuses on the practical application of sales techniques and the management of a firm’s sales operation. Yetkinlik Bazlı Satıcı İşe Alımı ve Satış Eğitimi Tasarımı, No public clipboards found for this slide. Sales management proves to be very beneficial is such cases as it leads to accountability of the sales across geographies. This is a crucial aspect of the business as net sales of products and services draw profit of the business. Sales process management is a business discipline which focuses on the development and practical application of various sales techniques, and on the management of sales operations of the company.. See our User Agreement and Privacy Policy. Sales management is defined as 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. In return the sales team The Objectives of sales are therefore decided on the basis of where the organization stands and … eSignature. Sales ManagementSales Management Sales management is attainment of an organization'sSales management is attainment of an organization's sales goals in an effective & efficient manner throughsales goals in an effective & efficient manner through planning, staffing, training, leading & controllingplanning, staffing, training, leading & controlling organizational resources. product, price, place (physical … Figuring out how all the pieces fit together on your transformation journey. Sales management is application of basic management principles to Sales, Recruitment, Training, Supervision, Evaluation, and Control. customer and designing products and services accordingly. Product Concept: The idea that the consumers will favour products that offers most in quality performance and innovative features. Sales department of a company is part of the main business value chain and makes sure that the product/service made by the company is sold and convert to revenue. Integrations & security. 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