Sales promotion

As a part our talk on Sales force management we have already talked on so many important factors of the sales force management like sales training, sales development, sales methods, sales types, sales organizations, sales reports etc…. today we are going to discuss one more important factor of sales force management and which is Sales Promotion. For any business sales promotion is the most crucial planning and organizing part of their sale policies.

Co-ordinating the activities of all departments so that maximum progress is made toward overall company objectives is top management’s responsibility. Department heads, in addition to implementing top management’s directives, harmonize their activities so that the tasks of all departments are accomplished effectively. Each understands the functions of other departments and, each is responsible for co-ordinating his/her department’s activities to contribute to company success. For example, a Blinds Company who sales vertical blinds and roman shades online. Marketing team get business online and the production team need to delivery order products within given time by marketing team. In that case co-ordination between two departs is most important.

Good sales organizations plays a very important role in maintaining above said relations and promote the sales. Although primary responsibility of top sales executives is to manage sales department. A telly caller for term insurance agency need to be in touch with his sales departments, so when they have seasonal promotional schemes it be offered to clients right away. Sales executives understand how other departments influence and are influenced by the sales department. These are dynamic relationships, so a change in one department often has repercussions in other. A special co-ordination is required between sales and marketing department, in the areas of advertising, marketing information, service, physical distribution etc.

Sales Organization

Definition of Sales Organization
The value-based orientation and set-up of sales channels and management structures is a central part of sales control. In the past, having an extensive agency network was a central success factor. In the future, the focus is more likely to be on networking of various sales channels (key word: multi-channel). This will mean numerous changes, for example in the supply of the necessary information, in the management of sales channels, and also in the creation of customer-friendly product bundles. Integrated reconciliation of sales activities and avoidance of channel conflicts will be of great importance.

Building the sales organization
The sales department in any organization occupies strategic position. Of all company personnel, those in the sales department are in the closest touch with final buyers and middlemen. Sales department personnel also work closely with such key publics as the industry, the government, the educational world and the press. How these representatives of the sales department conduct themselves with the public affects the company’s reputation. Good relations depend in larger measure upon the skill with which personnel selling programs are planned and executed, thus building an good sales organization plays a very important role in maintaining above said relations and promote the sales.