What is Sales Management?
Sales management consists of two words- ‘sales’, and ‘management’. Sales management is a business discipline that is focused on the application of sales strategies and the management of a company’s sales operation.
What is
Sales Management?
Sales management consists of two words- ‘sales’, and ‘management’. Sales management is a business discipline that is focused on the application of sales strategies and the management of a company’s sales operation.
Sales Management Process
Sales management describes the full spectrum of activities that help companies maximize the value of their sales team. This process includes everything from hiring, training, and supporting the sales staff to coordinating operations, implementing a cohesive strategy, and measuring sales performance.
Sales Management Process
Sales management describes the full spectrum of activities that help companies maximize the value of their sales team. This process includes everything from hiring, training, and supporting the sales staff to coordinating operations, implementing a cohesive strategy, and measuring sales performance.
> planning
Sales Management is concerned with strategic decision making, as well as implementing marketing plans.
> Understanding the Selling Function
Sales management is responsible for developing and achieving results through salespeople.
> Sales Goals and Structure
Sales managers need to know where potential customers are located and how much they can be expected to buy.
> Building Sales Competencies
Sales managers hire salespeople with appropriate skills to implement the sales strategy.
> Managing the Salesforce
The last phase of the process focuses on managing the Salesforce, including leading, motivating, compensating, and evaluating performance.