Sales management involves planning, directing, and controlling a company's sales force to maximize revenue. It includes recruiting, training, motivating, and compensating salespeople. The sales manager is responsible for organizing the sales team, setting targets, monitoring performance, and ensuring the sales force has the authority and tools to deal with customers effectively. An important part of sales management is adopting strategies like maintaining a win-win approach between salespeople and customers or balancing hard and soft selling techniques to meet organizational goals.
Sales management involves planning, directing, and controlling a company's sales force to maximize revenue. It includes recruiting, training, motivating, and compensating salespeople. The sales manager is responsible for organizing the sales team, setting targets, monitoring performance, and ensuring the sales force has the authority and tools to deal with customers effectively. An important part of sales management is adopting strategies like maintaining a win-win approach between salespeople and customers or balancing hard and soft selling techniques to meet organizational goals.
Sales management involves planning, directing, and controlling a company's sales force to maximize revenue. It includes recruiting, training, motivating, and compensating salespeople. The sales manager is responsible for organizing the sales team, setting targets, monitoring performance, and ensuring the sales force has the authority and tools to deal with customers effectively. An important part of sales management is adopting strategies like maintaining a win-win approach between salespeople and customers or balancing hard and soft selling techniques to meet organizational goals.
Sales Management Definition: The planning, direction and control of personal selling, including recruiting, selecting, equipping, routing, supervising, paying and motivating to the personal sales force. Sales force is responsible for the sale of the companys products and to add profit to the business organization and to fulfill social obligations. Steps in Designing and Managing a sales force Objective setting Training for Sales policies Designing Sales force : Structure and force Deciding Sales force : Compensation Recruiting and Selecting : Sales Force Guiding and motivating : Sales Force Performance Rating of Sales Force Managing the Sales Force Successful sales force Management means: The right organization and aggregation against product lines and geographies The right strength and qualification The right compensation and incentive system. Sales Managers Duties and Responsibilities The following are some of the principal duties of a sales manager : Organizing sales research , product research, etc. Getting the best output from the sales force under him Setting and controlling the targets, territories, sales experience, distribution expenses, etc. Advising the companys sales policies Problems of Sales Management Designing and Managing Sales Force The sales manager control the various activities of the sales force but sometimes they may be beyond control leading to problems in the sales organizations. They should maintain a vigilant check on the all the activities and the actual supervision of, and guidance to, individual salesman is also a sine qua non of a sound sales manager. Sales Force Authority If authority is not delegated to the sales force, they will not be able to deal with the customers who, in turn, do not like to deal with persons who have no authority. Hence the sales force requires delegation of authority with respect to the following: Changing or fixing prices Credit facilities to old and existing customers. Assurance regarding quality and after-sale service Payment terms and settlement of claims Target Setting Target setting is necessary for achieving organizational goals. Sales targets are fixed based on the past experience, time period and brand positioning in the market. If these are not taken into consideration then it invites frustration in the sales force and unhealthy comments. The target should be fixed in a way that they are achievable and most of the sales force feels that if proper efforts put in they can achieve the sales target. So the sales manager should be vigilant in fixing realistic targets and motivate them to achieve it. Sales Forecasting It is difficult to say how long consumers will continue to accept existing goods in a volatile environment which is changing fast with new competitors, new technologies, new fashions articles and new advertising strategies. Sales forecast must change as conditions change. Accuracy depends on meticulous planning and dynamic strategies. Sales Management Formulation of Sales Authority The following are the key decisions areas in sales management which are particularly relevant to strategy formulation : Determining the size of the sale s force. Decision regarding type and quality of sales force required Designing the sales organization Territory designing Recruitment and training procedures Task allocation
Compensation of Sales Force Performance appraisal and control system Feedback mechanism to be adopted Managing channel relationship Coordination with marketing departments
The Double Win Strategy In this strategy, both the customer and the salesperson come out of the sale with the sense of satisfaction. The following is the behaviour of persons who have adopted the win-lose approach with that of persons who have adopted the win-win strategy. Win- Lose People Win-Win People See a problem Help others solve their problem Fix a problem Fix what caused the problem Let life happen to them Make life a joyous happening for others and themselves Live in the past Learn from the past, live in the present and set goals for the future Make promises they never keep Make commitments to themselves and to others and keep both of them Hard Sell Vs. Soft Sell Strategy In identifying the customers, the salesperson can use two strategies which are explained below
Hard Sell Soft Sell Concern for self Concern for customer Canned presentation Questions for discussions Talking Listening Pushing product Providing buying oppurtunities Presenting features Presenting Benefits Advocating without knowledge Acknowledging needs Methods of Selling Telemarketing : Selling Concepts on the phone. Sales on the Internet Mail order Sales Sales through Scale Fixed Shop retailers: Departmental Stores Chain Stores Mail Order houses Hire Purchases Shops Super markets Fixed Price shops Cooperative stores Sales Through Wholesales and Retailers Wholesalers perform a number of functions in the marketing of goods as listed below: Assembling and Buying Storing or Warehousing Transporting Financing Risk Bearing Grading, Packing and Packaging Providing market Information
In the process of acting as a link between the wholesales and the consumer, a retailer performs many functions. The more important of them are below: Buying and Assembling Warehousing and Storing Selling Grading and Packing Financing Supply of Market Information Advertising