Tuesday, 31 March 2020

Sales Management

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Sales Management


Organisation means the systematic coordination of the functions essential to achieving
organisational objectives. The objective of a sales organisation, therefore, is the
performance of various activities necessary to promote sales.
Sales forecasting is the art that predicts the likelihood of economic activity on the basis of
certain assumptions. The process of making certain estimates of future events is referred to
as sales forecasting and the figure obtained from the process is known as a ‘sales forecast’.
The object of a selling policy is to place the right type of goods in the hands of consumers
at the right time and at the right place.
The basic objective of the selection process is to gather information about the applicants
for the sales job. This information is then used to predict their success/failure probabilities.
An activity/function-based sales organisation is able to focus on the use of high-cost
selling methods, such as face-to-face sales calls, during a selling process.
An activity/function-based sales force can also be designed to meet the customer service
issues that are most important at each stage of the selling process. A hybrid sales organisation
is formed when two or more organisational types are combined. There are many such
situations when the salesman is found to be working only to avoid losing a casual leave
and the daily allowance.
Controlling the sales force is a critical part of the marketing/sales management process.
A majority of compensation plans for sales force combine two or more payment methods.


Compensation: It is stated as the act of compensating or the state of being compensated.
Personal Selling: Interactive selling process with personal confrontation and response
Notes Prospecting: Process essential in eliminating non-buyers
Sales: Exchange of goods, services, or other property for money.
Sales Budgeting: It is the final point of a sales organisation.
Sales Forecasting: It is the art that predicts the likelihood of economic activity on the basis of
certain assumptions.
Sales Management: Managing sales personnel
Selling Policy: It is termed to place the right type of goods in the hands of consumers at the right
time and at the right place.


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