Objectives of Sales Management From t"e com!an+ vie7!oint/ t"ere are t"ree general objectives of sales management= sales volume/ contribution to !rofits and continued gro7t". Minimise the element of risk, 9. They also forecast sales, set objectives, develop strategies and policies, and establish budgets. ). Objectives of sales management. Since the role of sales manager requires a person who is goal-driven and able to lead in a fast-paced environment, your objective section is also somewhere you can highlight attributes like leadership, organizational skills and management skills. Sales management strategy: A method to bring about a desired outcome. Growth and development of business, 3. Objectives can only be managed indirectly by controlling a salesperson’s activity at the process level (i.e. To control the sales performance, sales activities and expenditure of the business unit. But this controversy is invalid since sales personnel can be trained / hostler for selling. They are designed to satisfy our need for certainty and measurability. OBJECTIVE OF SALES MANAGEMENT 15 Following are the three general objectives of sales management: 1. Skills of a Sales Executive. Improving performance, 10. In the process, objectives are translated into more specific goals-they are broken down and restated as definite goals that the company has a reasonable chance of reaching. In some cases it is to reinforce the basics of selling, and in other cases it is to help improve product knowledge. Sales goals alert your sales staff to the revenue productivity expected. Objectives of sales management Today we are going to discuss on sales management objectives. 13 SALES MANAGEMENT Work can be categorized as….. 14. Sales volume 2. Sales promotion objectives are consistent with marketing and marketing communications objectives. Loading... Autoplay When autoplay is enabled, a suggested video will automatically play next. Sales managers is modern organization are required to be customer-oriented and profit-directed and perform several tasks besides setting and achieving personal selling goals of the firm. Quantitative or Short-term Objectives of Salesmanship Ensuring regular supply of goods, 5. Objectives of Sales Training. Management by objectives (MBO) is a management technique for setting clear goals for a specific time period and monitoring the progress. Objectives of Sales Management By relivingmbadays on March 11, 2013 Every business firm has certain objectives to achieve. Top management delegates to marketing management, which then delegates to sales management, sufficiently authority to achieve the three general objectives. Sales management entails numerous objectives which are executed by sales managers. Leading people starts with leading yourself and making choices that truly get the right results the right way.. For each sales manager goal and objective listed below, there are numerous ways to get those results. To coordinate with distribution channel members to improve sales and market-share. Planning for future Today, management […] Sales Management Seminar and PPT with pdf report: Sales Management has two schools of thought: Sales as an ART and Sales as SCIENCE. Generates revenue. To collect information from markets, customers, suppliers, distribution channel members and consultants for use by company management. The word ‘quotas‘ is the clarion call to sales … He/she must be goal-driven and have the ability to lead in a fast paced environment. management objective of the firm; that must emanate out of its overall business or corporate objectives. An integral portion of sales management. Better quality goods, 4. Promotion of research and development, 8. There are many different reasons why sales managers use sales training for their associates. Sales management helps businesses in … 7. To drive business results, successful salesmen focus on the buyer’s needs and provide solutions, not just make a sales transaction. account management process, opportunity management process). Thus sales management involves a strong interaction between Sales, marketing and Top management. Sales management is done by Sales Managers and they are responsible for generating sales, profits and customer satisfaction. Sales planning. Management is the process of getting things done through other people. Sales Management and financial results Financial Results are another objective of sales …show more content… Whether or not these targets are reached depends upon the performance of sales and other marketing personnel. The sales-management objectives of a business firm, generally relate to the areas of (i) achieving sufficient sales-volume, (ii) providing sufficient profit, and (iii) experiencing continuing growth. The main objectives of management are: Getting Maximum Results with Minimum Efforts - The main objective of management is to secure maximum outputs with minimum efforts & resources. In fact, in the sales industry, a well-crafted resume objective can be the key to sealing the deal. It efficiently makes all sales related planning by forecasting future prospects. 6. Generate sufficient sales volume. 2. In order to understand which training will be effective in your situation, you need to first understand the objectives of sales training. Sales or marketing management is concerned with the chalking out of a definite programme, after careful analysis and forecasting of the market situations and the ultimate execution of these plans to achieve the objectives of the organisation. As a sales manager, you’re responsible for delivering results. objectives and importance of sales quota. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Quantified sales objectives are necessary in any for-profit company. 1. 3. Sales management is an art where the sales executive or the salesperson helps the organization or individual to achieve its objective or buy a product with their skills. Probably the most frequently used type of objective, quantitative objectives are those that can be tracked and evidenced by data. Sales Force Management: Definition, Objectives, Process, Strategies, Activities, Roles and Other Details Sales Force Management – Definition of SFM Personal selling is a very important component of the marketing activity. Sales motivation is required at all times, and it becomes the culture of an organization to keep sales force motivated. Discipline and morale, 6. All these plans and policies help in the achievement of sales targets. Attributes like leadership, organizational, and management skills … GK, General Studies, Optional notes for UPSC, IAS, Banking, Civil Services. A sales manager job is to manage a sales department and ensure the team of sales employees are operating effectively. Contribution to profits 3. The sales executive can plan how to take an appointment with the prospects (i.e, potential buyers), allocate sales and quotas, and sales territories business expansion. However it is the top management who has to outline the strategies to achieve these objectives of… Recruitment of sales staff. Objectives of Sales Management. The general objective that sales management has in mind in using quotas is to control the sales effort. For example, a sales objective might be to increase the number of new accounts generated , which could be achieved by putting greater effort into sales activities such as cold calling or by visiting more prospects. There are mainly three such objectives Sales Volume Contribution to profits Continuous Growth The sales executives in this case are the ones who help implement these objectives. Sales Management refers to the process of developing a marketing team, leading a marketing team, coordinating sales activities, and implementing sales techniques. This area of sales management involves setting the objectives toward which the sales team will work. Introduce new products and services in the market. There are numerous reasons that you will want your staff motivated for sales. Optimum utilisation of resources, 2. Contribute towards current profit. Sales management process: Steps taken to attain a company’s objectives. These objectives may be very explicit and definitive, or they may be implicit or general. The general goal of sales management is to help a business achieve its sales objectives or, ideally, exceed them. Achievement of desired sales volume is the primary objective of sales management. To set the sales goals, formulate the sales policies and design the sales strategies. Following are the five key objectives of marketing management:- Generate customer base The responsi. Management also uses quotas to motivate personnel to achieve desired performance levels. OBJECTIVE OF SALES MANAGEMENT 14 15. Sales motivation is not required only when the salesman is going through a slump. However, they may vary with the type of target market and points of channel. Sales management jobs are found in both consumer and commercial industries, in positions ranging from district manager, to vice president of marketing and sales, to top sales management of the firm. Sales manager: Someone who’s responsible for managing salespeople and overseeing a company’s sales process. 2. ADVERTISEMENTS: Various Objectives of Management are:1. Mobilising best talent, 7. Ensure continuous growth of the organisation. Effective sales training programs typically prepare participants to sell products and services. This article deals mainly with the objectives of sales motivation. From the company viewpoint, the general objectives of sales management are: 1. The objectives of sales promotion are: (i) Informing: Informing is to educate the consumers about the product. 1.Sales Planning-Sales Planning is the first functions of sales management and it means that the role of a sales manager is to facilitate planning. Sales management helps to achieve the organizational objectives. Sales Promotion Objectives – 9 Main Objectives. Quantitative objectives are the easiest form to tabulate or represent graphically (both popular obsessions at management level! 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