Sales Management

2694 WordsJul 15, 201111 Pages
SALES MANAGEMENT Sales management refers to the systematic process involving formulation of sales strategy through development of account management policies, sales force, compensation policies, sales revenue forecasts and sales plan. Sales manager is responsible for determination of sales force objectives and goals, reporting to the sales director as well as for the management development and maintenance of advertising sales of the products for the customers in need. Product line refers to the set of related products either manufactured or sold by a single company. Further more product development is a process where by new products are brought to the market. Sales manager should select and train his sales force so that…show more content…
Pre-approach phase, this is the second step where by after identifying prospects in the prospecting stage now sales professionals should find a way to know what their customers prefer much, how they behave, what are their needs and wants. This will enable the firm to produce products that match with prospect needs and wants thus it will be easy for the firm to successful sell its products at a profit. One of the significance of this step is that it does not waste prospects time since the sales professional is aware of what his/her client wants. Approaching, this is the third step where by a sales professional comes into contact with prospects face to face, in this stage sales man should put up effort in order to catch prospect attention on product. In this there is the existence of direct interaction and hence sales professional is in position to acquire more customers as possible, the main objectives in this stage is persuading and getting customer attention on the product he/she brought to him. Thus a successful approach stimulates more sale for profit maximization. There are different methods of approach in selling the products some includes customer benefit approach, small gifts, stock approach. Presentation and demonstration, in this stage a sales professional is there to tell story about

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