Advertising Management

Advertising management is also important part of the Sales Management. Marketing depends heavily on effective communication flow between the company and the consumer, manufacturing a product and making it available on the market is only a part of company’s job. It is equally important or perhaps more important, to make it known to the consumer that the product is available in the market. In a competitive market, where several firms are striving to win over consumers, it is not enough if just the availability is made. It is essential to propagate the distinctive features of the product. The process does not end here either. The marketing communication is not over by releasing an advertisement, or by offering a price reduction or by introducing attractive packing. It is a larger and continuous process. It involves a continuous dialog between the firms and its customer.

The marketing communication mix consists of five major modes of communication they are: Sales promotion, public relation and publicity, personal selling, direct and interactive marketing and advertising.

Of all the above modes we have discussed all other modes in the earlier units and course except advertising, in this unit let us discuss in detail about the advertising management as a tool of communication.

Sales report

Today we are going to discuss on Sales Report and user of sales reports and types of sales reports. The fundamental purpose of sales reports is to provide control information. Good communications require interaction between those preparing and those receiving reports. A good sales reporting system provides both for communication from field to headquarters and from headquarter to the field. Field sales reports provide sales management with a basis for discussion with sales personnel and it helps to the sales personnel in their self-improvement programs.

Uses of sales reports:
a) Sales reports provide data for evaluating performance.
b) Helps to plan the activity to the salesman.
c) Helps to record the customers suggestions and complaints, about products, service policies, price changes advertising campaigns etc.
d) Helps to gather information on competitors activities.
e) Helps to report changes in local business and economic conditions.
f) To keep the mailing list updated for promotional and catalog materials.
g) To provide information required by marketing research.

Types of sales report:
a) Progress or call report
b) Expense report
c) Sales work plan
d) New business or potential new business report
e) Report of complaint and/or adjustments

Growth and Development

Ensuring growth and developing new accounts
Sales organization plays important role not selling to the existing customers and the same number of units all the time, it is very important to maintain growth in the quantity of sales through identifying new markets and the new customers. In term life insurance business, adding new clients, they can sell new policies and by that business can grow and get developed. So, for term life insurance company identifying new segment of markets and by that adding more and more new customers is always on priority list.

Sales communication and reporting
Sales management is carried out largely through communication-either it is oral or written or both. The communication in the sales department is two way process. The sales manager lets his men know what they are expected to achieve, how they are performing, how they can improve and perform better. He also keep them informed of what is happening in the company related to the, products, production, distribution, promotion and profitability. Insurance SFA software helps term life insurance agents to keep and maintain two way sales communication and sales reporting.

The salesman in turn keep the sales manager informed of what is happening in the market and how the sales and marketing programs of the firm are progressing. In the field’s sales situation, communication cannot be always face-to-face as in factory or in office situation. A Local installer for blinds and roller shades company play important role for two way sales communication. He let customer know about the company products and policies at the same time he update company about the feedback from the customer. Sales persons work independently and always from the office.

Managing the Sales Force-1

Managing the sales force involves the following conceptual activities, let us discuss each of them briefly.

1. Compensation
2. Motivation of sales personnel
3. Morale Building
4. Sales coaching/supervision
5. Evaluation/appraisal
6. Training and development

1. Compensation: Once a sales personal is selected it is necessary to design a good sales compensation plan, according to experts sales compensation plan meets the following requirements.

It provides a living wage.
The plan fits with the rest of the motivational program.
Plan should be fair.
It must easy for sales personal to understand.
Plan must adjust pay according to change in performance.
It must be economical to administer.
It must help in attaining the objectives of the sales organizations.

Steps in devising the good compensation plan: Whether contemplating major or minor changes or drafting completely new sales compensation plan, the sales executive approaches the project systematically, good compensation are built on solid foundations. A systematic approach assures that no essential step is overlooked, they are:

a. Define the sales job.
b. Consider the company’s general compensation structure.
c. Consider compensation patterns in company and industry.
d. Determine compensation levels.
e. Provide for the various compensation elements.
f. Consider special company needs and problems.
g. Consult the present sales force.
h. Reduce tentative plan to writing and preset it.
i. Revise the plan.Implement the plan and provide for follow up.

window blind store, premierinns, term life insurance

Creating the Sales Force

We are talking Sales management. We talked setting personal selling objectives, formulation sales policies, Structuring the sales force, Deciding the size of the sales force, Designing sales territories, Developing the sales forecasts and sales budgets, fixing sales quotas/targets. We talked on each of the above mentions errands involved in sales management. Today we will talk on creating the sales force.


Creation of the right kind and the right number of sales personnel is an important responsibility of sales management. Recruiting sources need identifying, both those internal to the company and those external to it. The process of creation of sales personnel involves the following activities.

• Recruitment
• Selection
• Induction/orientation

Recruitment:
Recruiting sales personnel is an important part of implementing personal selling strategy but it is not all that is involved. Team selection or recruiting sales personnel is very important task. Sales personnel are going to work in the field and going to give business. If we consider over all sales management, than recruitment of sales personnel is key part of that.