Sales Management

SALES MANAGEMENT

Definition

Sales Management is the effort put forth to attain a company’s sales objectives.

Sales management can involve any of the following activities: (1) formulation of sales strategy through development of account management policies, sales force compensation policies, sales revenue forecasts, and sales plan, (2) implementation of sales strategy through selecting, training, motivating, and supporting the sales force, setting sales revenue targets, and (3) sales force management through development and implementation of sales performance, monitoring, and evaluation methods, and analysis of associated behavioral patterns and costs.

According to American marketing association Sales Management includes the “Planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force

Objective of Sales management

There are 3 main Objectives of sales management or a sales manager namely – Sales volume, Contribution to profit and Continued growth. Sales Management is also closely linked to Financial Results. 

The main sales of a Whirlpool washing machines will happen in a retail outlet, which will have similar products from competitive brands. The customer will make a decision based on the pros and cons of all the available brands at a retail shop. Whirlpool also has some exclusive franchisee shops which will have all the other Whirlpool products like air conditioner,microwave,refrigerator etc.