Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives 1. Sales Volume 2. Contribution to profits 3. Continuous Growth
The sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner which meets customers expectations and does not break it. Thus sales management involves a strong interaction between Sales, marketing and Top management.
Sales Management and financial results
Financial Results are another objective of sales
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Whether or not these targets are reached depends upon the performance of sales and other marketing personnel.
Top 10 Key Objectives for Sales Managers?
We frequently ask clients to share their perspectives on the key objectives associated with their sales management effort. The answers vary a bit, but most include the following "top 10" answers: 1. Drive sales revenue 2. Drive profitable growth 3. Support and empower the team 4. Lead, motivate and retain the team 5. Recruit, hire and "on-board" sales people as necessary 6. Train, coach and mentor the team / individuals as needed 7. Provide management with strategic information from the field relative to market trends, customer preferences and the competitive landscape 8. Develop strategic relationships with key accounts 9. Serve as liaison between the sales force and the company 10. Comprehensive performance management
The main objective of a sales manager has to be: to achieve consistently superior results through the performance of every key individual. That sounds simple enough, right? But wait. Pick up a typical company report and what words do you find? Words such as analyze, forecast, plan, assess and schedule, are used by businesses that are
Selling to consumers or other businesses, developing an effective sales strategy is the first step to persuading customers to part with their money. In particular, we need to identify which customers to focus the efforts on, the sales methods that will be use to reach them and how we will price the product or service.
of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that
Sales Manager: Manages sales of the company’s products and services. He also ensures consistent, profitable growth in sales revenues through positive planning, deployment and management of sales personnel. Identifies objectives, strategies, and action plans to improve short- and long-term sales and earnings. (cpsa.com)
The public goals of a sales engineer are to increase sales and over-all margin of sales within products. This is effectively the main purpose of a sales engineer. Through knowledge which is gained through
The main reasons of the evolution of selling are the expansion in other fields of studies such as psychology and process methodology. Thanks to those forces the selling industry has changed (T. Hughes, 2012), and the organisations adapted new philosophy of a marketing concept that was based on customer satisfaction, which was of primary importance (Manning, Reece, Ahearne, 2011. Chapter2). Very significant difference is that the companies began to recognise the needs and wants of potential buyers of a target market and were willing to meet a challenge in order to get customers’ satisfaction. The position of salespeople in the organisation was recognised as an important link to collect information relating to the consumers’ needs. There general change of the organisation approach has been noticed as the product orientation was replaced with customer orientation (Manning, Reece, Ahearne, 2011. Chapter2).
“A good sales organization is one wherein the functions or departments already detailed have each been carefully planned and co-ordinate towards the objective of putting the product in the hand of the consumers the whole efforts being efficiently supervised and managed so that each function is carried out in the desired manner ”.
Sales and Profit are both critical goals in a company. If managers don’t achieve these goals, the company is gradually going to consume its capital and inevitably fail. That’s why they put so many attention on them and why they are always searching for new methods to increase them. In fact, there are many ways that can help making sales and profit grow. A company can cut labor costs, outside costs or production costs, but sometimes it will not be enough and therefore it has to find alternative ways of improvement. Sales depend from a great number of factors. The first important
Basically, the specific criteria for selecting new sales managers must be effective leaders and motivators of peple, coordinated with other functional areas, and dedicated with his job.
collect and clarify complex sales data to target the prospective buyers into geographic areas and demographic groups and improve sales strategies. Also having customer-service skills to help make a sale and the sales managers have to listen and resolves to the customer’s needs
Sales and marketing is a love hate relationship within a company. They both are vital to the selling process, but their jobs, while having the same objectives, are extremely different and often causes tension within a company. Marketing is based on research and development for a product in order to focus where it is to be placed in the market, how it is priced and promoted, while it is Sales duty to take the findings from the research and use them to land clients and customers who will by the product, and then work with them to make the product client focused and retain a relationship. The problem arises when Sales doesn’t agree with the Marketer’s findings and Marketers are irritated about Sales lack of execution on a
A business cannot survive without personal selling there are tangible evidence that sales are the major source of revenues to a business, salesman introduces the goods to the customers, arouses their interest and persuades them to purchase the goods and finalizes the deal. He plays a very significant role in selling the products. Indeed, salesmanship is the major factor underlying the success of most business houses. As the sales people pushes sales of product or a service, there is an assurance to the business of gaining profits thereby continuity of business is brought about.
Sales Managers – sales managers guide organizations’ sales teams. This includes developing training programs, analyzing data, and setting goals for organizations’ sales representatives
This term paper exercise is designed to have you study the specific sales practices of a company
Financial Issue of a dealer – If the dealer is facing a personal financial crisis this reflects on the
Sales are the lifeblood of a business, without sales there would be no business in the first place; therefore it is very important that if a business wants to succeed, it should have a sales promotion strategy in mind. The primary objective of a sales promotion is to improve a company's sales by predicting and modifying your target customer's purchasing behavior and patterns. Sales promotion is very important as it not only helps to boost sales but it also helps a business to draw new customers while at the same time retaining older ones. There are a variety of sales promotional strategies that a business can use to increase their sales, however it is important that we first understand what a sales promotion