SALES AUDIT

A sales audit is an examination of the entire sales process, from the systems it uses to the people who use them. Focus - thorough evaluation and analysis - customer - sales plan

 Types Audits can be internal, external, or a combination of both Process

 ROLE OF INFORMATION TECHNOLOGY IN SALES MANAGEMENT Meaning of information technology In simple words, information technology means the technology used to collect, process and transmit information. Role of information technology in sales management 1.24 hrs access-

 Easy management of geographically dispersed salespersons Instant new product information and current product update 4.Information about competitors and their product. 5.Contribution of Sales management in organisational objectives Tools used in IT in case of Sales management 1.Point of sales system 2.Inventory management services 3. Customer Relationship Management (CRM) 4.Designing sales territories

 LEGAL AND ETHICAL ISSUES IN SM Ethics are the codes of moral principle and values that uphold the behaviours of a person or a group with respect to what is right or wrong.
ETH IC AL BEHA VIOR The term ethical behaviour refers to how an organization ensures that all its decisions, actions, and stakeholder interactions conform to the organizations moral and professional principles.

 ETH ICS IN DEALING WI TH SALES PEOPL E 1. Degree of sales pressure to apply on a salesperson 2. Decision on a salespersons territory 3. Honesty with the salesperson 4. Medical rights of employee -1 Free will Termination: -2.Privacy

 SALES PEOPL E ETH ICS IN TH E OR GANIZA TION 1 Misusing the Company Assets Moonlighting Cheating Salespeson actions that may have negative effect on other salespeople Technology T heft

ETH ICS IN DEALING WI TH CUST OMERS 1.Bribe s 2.Mis repr esenta tion (Missta temen ts) 3. Tie in Sales 4.Exclusiv e Dealer ship 5. Recipr oci ty Legal issues 1.Price Discrimination 2. Price fixing 3. Consumer protection 4. Bribes