Sales Management

Pranab S Deb
Schedule of Lecture

• Scope, Objectives and Functions of

Sales Management
Definition: “Sales Management is the
planning, direction, and control of
personal selling, including recruiting,
selecting, equipping, assigning,
routing, supervising, paying, and
motivating, as these tasks apply to
the personal sales force”
Scope: Sales Management is
responsible for organizing the sales
effort, both within and outside the
company. It also participates in evolving
key marketing decisions pertaining to
budgeting, sales quota & territories,
products, marketing channels,
distribution policies, advertising, sales
promotion, and pricing
The three Objectives of sales
management are:

i) Achieving Sales Volume,

ii) Contribution to Profits, and

iii) Continued Growth

Functions of sales management

 Planning
 Organizing
 Staffing
 Directing
 Controlling
 Coordinating
Q&A
Thanks