MST(M)-553 – Objectives of Sales Management

Lecture 2
Recap from the last lecture

Sales is a part of Marketing

1
2 Marketing evolved from Sales

Sales is the primary bread earner for all other disciplines

3
Topics to be covered today

1 Objectives of SM

Lecture 2:
Objectives of Sales
Management 2 Relation with financial results

3 Sales Executive as a coordinator

4 Sales Management and control

3

Objectives of Sales Management:

Generating Sales Volume

Contribution to profits

Continuing growth
4

Sales & Financial results:

Sales – Cost = gross profit

Gross Profit – Expenses = net profit

5

Sales Executive as Coordinator

In organisation

Planning and strategising

Other promotional activities

Distributive network

• Gaining product distribution

• Obtaining dealer identification
• Reconciling business goals
• Sharing promotional risks
6

Sales Management and Control

Sizing up the situation

• Where are we now?
• How did we get here?
• Where are we going?
• How do we get there?
Setting quantitative performance standards

Gathering and processing actual performance

Evaluating performance

Action to correct controllable variation

Adjustment for uncontrollable variation

7

Sales Control:

Informal control

Formal control

• Policy formulation and review

• Control over sales volume
• Budgetary control
Summary

Enlist and explain the objectives of Sales Management

1
2 Correlate the Sales and its financial results

Discuss the role of a Sales Executive as a coordinator

3
Outline the Control process with relation to Sales management
4
Thank you

Kamal Kant Vashisth

School of Business Management & Liberal Arts
Shoolini University
Village Bajhol, Solan (H.P)

+91 9318516946
kamalkant@shooliniuniversity.com