Sales Management

Topics: Sales, Marketing, Customer service Pages: 8 (2685 words) Published: July 6, 2011
Sales management refers to the systematic process involving formulation of sales strategy through development of account management policies, sales force, compensation policies, sales revenue forecasts and sales plan. Sales manager is responsible for determination of sales force objectives and goals, reporting to the sales director as well as for the management development and maintenance of advertising sales of the products for the customers in need. Product line refers to the set of related products either manufactured or sold by a single company. Further more product development is a process where by new products are brought to the market. Sales manager should select and train his sales force so that to attain the planned objectives and goals, better sales force will rise up sales through its activities. The following are the important issues and approaches as a sales manager I should apply to successfully sell the products in the market: Sales force selection, sales force is a very important issue when it come to the process of selling the products thus sales manager must evaluate, choose and train well its sales team so that it can perform well in the selling process, a good sales team will easily catch clients response in purchase organization goods and services. This can be done through personal selling. Determination of sales force objectives and future goals, to ensure that its company products are successfully sold sales manager must go hand to hand analyzing his team objectives if are worth and at the same time make sure that they are attained in the future. Sales force organization and planning. In this also a manager should determine the size or number of his team and hence plan the how they will perform their activities according to the situation that operate in the society. Building up better customer relationship management (CRM). In this a manager should train his sales professionals on how they will create a state of better relationship with their clients who have the desire and ability to purchase the firm goods and services, good customer relationship can be created through communicating with customers. Promotion, this is another good approach a manager can use to catch up customers attention. It involves different tools such as advertising, personal selling, direct marketing, sales promotion as well as public relation tools. All this approaches can be applicable aiming at rise up sales of products. Distribution, sales manager should ensure that products are available to the customers using better channels and hence at a time they are needed, when clients get goods and services on time they will make sales more and more. Packaging strategy. Also sales manager should ensure that the products are well packed and arranged ready to enter the market, good package will attract customers in need and it will be easy to sell the products. Personal selling. This is another approach to be applied by the sales professionals selected and trained by the sales manager where by through its steps it can make easy and hence successful sell of the products to the prospects.

Personal selling is a paid personal communication that attempts to inform customers and hence persuade them to purchase organization products. This is regarded as one of the major approach that a manager through his sales professionals can employ to successful sell the company products. It is a personal presentation by the firms sales force for the purpose of making sales and building better customer relationship. In its process of selling personal selling passes through the following steps: Prospecting, this is the first stage where by prospective clients of the products are identified. In this step sales force analyze prospects who are willing...
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