Sales management functions: analysis, planning, strategy, implementation, decision-making, quotas. Personal sales magazine %26 sales management. While these are broad corporate functions for senior management to perform, sales go a long way toward achieving them. Training is the third function of sales management and is therefore a very important function of the sales manager.
One function is to ensure that personnel who carry out lower-level sales activities are managed correctly and efficiently. Sales control is the fourteenth function of sales management and means that if there is a deviation in actual sales, the seller corrects the sales targets achieved to minimize the mismatch between actual sales and desired sales. The job description includes the general function of the position, detailed responsibilities, sales expectations, as well as the education and personal attributes necessary to succeed. Sales management interacts with other marketing functions while formulating policies for these functions.
Sales volume, contribution to profits, and growth are the three main objectives that the sales function is expected to achieve. Motivation is the fourth function of sales management and is very necessary to achieve the sales goal. Communication is the thirteenth function of sales management and means that the sales manager maintains adequate communication between the various sales executives and reports to the top level of management about sales objectives or revenues earned. The allocation strategy is the eleventh function of sales management and means that the sales share refers to the quantitative objectives assigned to individual sellers.
It is also often referred to as managing the personal sales part of a company's marketing function. Complement marketing activities: The task of sales management is to support the organization's marketing functions. The sales budget is the twelfth function of a sales manager and means that it includes the expenses of the personal sales function, expenses related to transportation, promotion expenses, teleconferencing expenses, etc. Therefore, the most important functions of the sales manager are to find salespeople who can be productive entrepreneurs, train them, assign them to the correct territories, motivate them and keep track of their efforts.
Therefore, the way in which the sales management function is organized differs from industry to industry, and even among companies that sell the same type of product. The assignment strategy is the tenth function of the sales manager and means that sales territories refer to the grouping of customers in a particular area.
