Saturday, November 17, 2007

Sales Management-Task Involved

According to the definition committee of the American Marketing Association Sales Management meant “The Planning, direction and control of personal selling including recruiting, selection equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force”. Following are the important task involved in the success of sales management in any organizations:
1) Setting personal selling objectives.
2) Formulating sales policies.
3) Structuring the sales force.
4) Deciding the size of the sales force.
5) Designing sales territories.
6) Developing the sales territories.
7) Developing the sales forecasts and sales budgets.
8) Fixing sales targets for individual sales territories/salesman.
9) Creating the sales force
10) Managing the sales force
11) Managing the marketing channels.
12) Ensuring growth and developing new accounts.
13) Sales communication and reporting
14) Sales coordination and sales controlling including sales expense control.
15) Building the sales organization
16) Co-ordination with marketing management in the areas like, product mix, pricing, distribution, advertising and sales promotion.
17) Creating and maintaining right image for the company and its products in the market.

37 comments:

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Hello, I read your blog on Sales Force Managemen. I love to read about it. the long list you have mention about task for sales management is realy nice.

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Mark said...

Hi,
I like your blog on Sales Management Task. You are providing such as useful number of important tasks. I like your post on Sales Management and Sales Force Management.

Lee said...

Hello,
I like your blog on Sales Management Task. Here you are covering some useful tasks for Sales Management. I have read your previous post also on Sales Force Management as part of LeadOrganizer and Sales Management.

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