Sales Policies Formulation - Sales Management Task2

We talk about Sales Force Management and Sales Management-Task Involved in our previous talk and also we talk our first task that is Setting Personal Selling Objectives which we have mention in our task involved list in our talk on Sales Management and Sales Force Management.Today we are going to talk on second task and that is Sales Policies Formulation.


Formulation sales policies is nothin but the policies reltaed to marketing. There sales related marketing policies delineate the guide lines within which the effort to reach personal selling objectives is made. There are three major types:

1) Product Policies (what to sell)
2) Distribution Policies (who to sell)
3) Pricing Policies


We talk on each of these policies in our next post.

Personal Selling Objectives-Sales Management Task-1

Setting Personal Selling Objectives

We talk about Sales Force Management and Sales Management-Task Involved in our previous talk. Today we are going to talk first task that is Setting Personal Selling Objectives which we have mention in our taks involved list in our talk on Sales Management and Sales Force Management.

Marketing management in consultation with sales management determines person selling’s exact role in the promotional program. Usually the marketing planning group sets personal selling objectives, determines sales related marketing policies, formulates personal selling strategies and finalizes the sales budget.

Types of personal selling objectives:
Selling objectives broadly classified into two categories they are qualitative objectives and quantitative objectives.

Qualitative objectives:
1) To do the entire selling job.
2) To service existing accounts.
3) To search out and obtain new customers.
4) To secure and maintain customers co-operation in stocking and promoting the product line.
5) To keep customers informed on changes in the product line and other aspects of marketing strategy.
6) To assist customers in selling the product line.
7) To provide technical advice and assistance to customers.
8) To assists with the training and middlemen’s sales personnel.
9) To provide advice and assistance to middlemen on management problems.
10) To collect and report market information of interest and use to company management.

Quantitative Objectives:
1) To capture and retain a certain market share.
2) To obtain sales volume in ways that contributes to profitability.
3) To obtain some number of new accounts of given types.
4) To keep personal selling expenses with in set limits.
5) To secure targeted percentage of certain accounts business.

ref: sfa and sales management software

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.

Sales Force Management

Introduction:
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.

Definition:
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……..