Distribution class lectures_174658759-38160400-Sales-Distribution-Management

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Introduction to Sales Management Sales management is the attainment of sales force goals in aneffective and efficient manner through planning, training,leading, and controlling organizational resources Sales management is planning, direction and control ofpersonal selling. This essentially includes recruiting, selecting,equipping, assigning, supervising, compensating andmotivating the sales force Objectives of Sales Management Generate sales and earn revenue Providing Profitability Improving Market Share Improving Corporate Image Selling concept proposes that customer will not buy enough ofan organization's products unless they are persuaded to do sothrough selling effort. Where as Marketing concept proposesthat to achieve success, the focus should be on organization'sability to create, communicate and deliver a better valueproposition through its marketing offer.1Introduction to Sales ManagementMajor Differences between Selling and Marketing2Introduction to Sales ManagementSales management involves the execution of thefollowing tasks: Setting personal selling objectives Formulating sales policies. Structuring the sales force. Deciding the size of the sales force. Designing / Demarcating / developing salesterritories. Developing the sales forecasts and sales budgets. Fixing sales targets for individual sales territories/salesman. Creating the sales force selection, recruitme

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