Sales management involves the direction and control of salesmen, sales planning, budgeting, policymaking, coordination of marketing research, advertisement, sales promotion and merchandising and the integration in the marketing program of all business activities that contribute to the increased sales and profits. Steps in Sales Force Management The functions or steps … [Read more...] about 17 Major Steps in Sales Force Management (Explained)
Marketing and Sales
25 Importance of Sales Management (With Examples) – Explained
It is important to consider why it is useful to the management of a Salesforce separately from the management of other classes of business persons. Sales management is vital to a company's financial wellbeing. It is generally knowledged to be the backbone of the business. Importance of Sales Management The importance of sales management can be drawn from the following … [Read more...] about 25 Importance of Sales Management (With Examples) – Explained
7 Major Sales Management Challenges in the 21st Century (Explained)
Today sales management has assumed due to fast-growing changes in the 21st century. As the role of the salesperson has changed, so has that of the sales manager. The demanding, controlling, volume-oriented sales manager is a dying breed. Today, the most successful sales managers are seen as team leaders rather than Bosses. They still direct and advise people, but they … [Read more...] about 7 Major Sales Management Challenges in the 21st Century (Explained)
14 Major Objectives of Sales Management (With Examples)
The objectives of sales management are decided in light of Corporate objectives. The sales management formulates the objectives for the sales department, which is subordinate to the top management. It is indirectly responsible for the fulfillment of the objectives of top management. The sales objectives are formulated on the basis of the information and data collected by … [Read more...] about 14 Major Objectives of Sales Management (With Examples)
13 Nature and Characteristics of Sales Management (Explained)
Sales management is mainly concerned with the management of salesforce, sales functions and selling activities. But, today the team has taken a broader View By inclusion of many marketing activities and by the integration of all business activities which contribute to the increased sales. Nature and Characteristics of Sales Management Following are nature and features … [Read more...] about 13 Nature and Characteristics of Sales Management (Explained)