Friday, October 12, 2007

Sales Force Management

Sales Force Management is a sub-system of marketing management. It is Sales Management that translates the marketing plan into marketing performance. That is why sales force management is sometimes described as the muscle behind the marketing management. Actually sales force management does much more than serving as the muscle behind marketing management. Sales managers in modern organization are required to be customer-oriented and profit-directed and perform several tasks besides setting and achieving personal selling goals of the firm. In this article let us understand briefly the sales force management, tasks involved in the sales force management.

Sales Force Management originally referred exclusively to the direction of the Sales Force. Sales force management meant of all marketing activities including advertising, sales promotion, marketing research, physical distribution, pricing and product merchandising.

To be Continue……..


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Lee said...

I like your blog on Sales Force Management. I do agree with you that what you say that Sales Force Management is a sub-system of marketing management. Here you have defined the meaning of Sales Force Management as part of LeadOrganizer and Sales Management nicely.

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On a similar matter, you could check a case study on sales force management available with

keep it up! have a great day!