Sales management

Sales management means 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”

Sales management is a core business process in most organizations.

• Sales management is a business discipline that is focused on the practical application
of sales techniques and the management of a firm's sales operations.
Or
• Sales management is the attainment of an organization’s sales goals effectively and
efficiently through the process of hiring, training, and motivating sales staff,
coordinating operations across the sales department, and implementing a cohesive
sales strategy that drives business revenues.

Objectives of sales management

Although the role of sales management is multidisciplinary in scope, their primary
responsibilities are
 Setting goals for a sales force
 Planning, budgeting, and organizing a program to achieve those goals
 Implementing the program
 Controlling and evaluating the results.
 Increased sales volume
 Contribution to profits/revenue generation
 Continuing growth

Shahzad Ahmad Mustafai Pharm D (Eve) 2019-2024

 Types of sales management
1. B2C sales management: Business-to-consumer (B2C) sales involve selling goods and
services directly to consumers. B2C sales often drive leads from aggressive marketing
strategies.
2. B2B sales management: Business-to-business (B2B) sales involve selling goods and
services directly to other businesses. B2B sales tend to involve higher-value products with
longer sales cycles.
3. Enterprise sales management: Enterprise sales involve selling complex goods or
services directly to large companies. Companies that sell enterprise solutions may have
multiple teams for different aspects of the sale, such as sales engineers and inside and outside
sales teams.
4. SaaS sales management: Software as a service (SaaS) companies sell software or
applications over the web, usually by subscription. SaaS products are often sold by an inside
team that contacts potential customers by phone or email and closes the deal remotely.

Personnel
• Sales personnel" are employees who are tasked with getting new clients, retaining old
customers, finding and promoting products, and overseeing regular purchases. They
can be hourly, salaried, or commissioned employees, depending on the business hiring
them.
• The exact duties of sales representatives depend on the company that has hired them.
• At one-stop-shop retail stores, the duties of salesmen are to seek out people who seem
lost or confused and help them find and choose a product to buy.
• Sales representatives at supply chains or warehouses have more hands-on objectives,
such as physically going to retailers to sell regular supply contracts and officiating
proper payments and timely deliveries.

Buying
• The action or an instance of purchasing something in exchange for money.
Buying involves the following steps:
 Assessing total materials requirement.
 Deciding the maximum quantity to be purchased under one order.
 Finding out the best source of suppliers at a minimum possible cost with a good
quality
 Calling for quotations and tenders.
 Placing the order
 Receiving the goods and inspection
 Storage
 Checking the bills and making the payments.

Shahzad Ahmad Mustafai Pharm D (Eve) 2019-2024

Receiving
• Receiving is a crucial part of the order management process. Warehouses without
clear documentation of goods received encounter problems when the business needs
proof of a shipment shortage or quality issue.
What Does Receiving and Inspecting Consist Of?
• Check Quantities and Descriptions against the Purchase Order.
• Check the Products for Damage.
• Compare Shipping Documents.
• Allocate Space and Store Inventory.
• Enter the Quantity Received into the Inventory Management System.
• Approaching Vendors with Discrepancies.
• Accounts Payable.
• Pays the Invoice.

Sales promotion
Introduction
 Sales promotion is the key ingredient in marketing campaigns which includes several
communicational and promotional activities other than advertising, personal selling,
publicity, and public relations.

Types of sales promotion

Consumer promotion
 Consumer sales promotion is a marketing technique that is used to entice customers to
purchase a product.

Trade promotion
 Trade Promotion is a marketing technique aimed at increasing demand for products in retail
stores based on special pricing, display fixtures, demonstrations, value-added bonuses, no-
obligation gifts, and more.

Customer services
• Customer service is the support that an organization offers to its customers, both
before and after they buy and use their products or services.
• It provides support for customers through information, assistance, and creating a
trusting environment.
• Promptness, Politeness, Professionalism, and Personalization are four characteristics
of any successful service interaction.

Shahzad Ahmad Mustafai Pharm D (Eve) 2019-2024