Cabello, Leah B.

BSBA-MM

June 18, 2013 Sales Management TTH- 3:30-5:00PM

What is the meaning of 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. These are also typically the goals and performance indicatorsof sales management. Sales Objective Part of a company's marketing plan, in which common goals are identified by the marketing team, including profit margins, revenue target,advertising, distribution partners and targeted demographics. These plans are outlined and discussed in sales meetings to insure a shared understanding between members of the marketing and sales teams. What are the three sales management activities? Sales Activity Management's mission continues to focus on providing the best activity management resources available, with your success in mind. Sales strategy implementation A sales strategy consists of a plan that positions a companys brand or product to gain a competitive advantage. Successful strategies help the sales force focus on target market customers and communicate with them in relevant, meaningful ways. Sales representatives need to know how their products or services can solve customer problems. A successful sales strategy conveys this so that the sales force spends time targeting the correct customers at the right time. Account management policies An account management policy can be a system for sales representatives to follow when selling to clients or a set of rules governing the use of computer accounts on a particular system. Sales force compensation policies and methods andsales revenue . A sale force compensation plan can mean the difference between a company's success and failure. Sales are the lifeblood of any company, and the sales force is the engine behind sales. A company must pay close attention to the compensation plan it uses to compensate its sales force. Sales Revenue the amount realized from selling goods or services in he normal operations of a company in a specified period.