According to Philip Kotler, “Marketing management is the analysis, planning implementation and control of programmes designed to bring about desired exchanges with target markets for the … This includes communicating updated goals based on performance, the economy, and the competitive environment. Sales Force Management Functions play a vital role in the success of the marketing plan. Did we miss something or You want something More? Types of Sales Manager. Planning and control of sales 7. Account Management: With the help of SalesForce automation software, managers, as well as salespeople, can get a snapshot of the complete business scenario, especially the part of Customer Relationship. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Thus, simultaneous with the changes taking place in the business, as well as marketing-orientation, anew concept of sales management has evolved. Posted by Dave Kurlan on Tue, Nov 10, 2009 @ 09:11 AM Tweet . Initial Contact/Lead Sales refers to the process of selling, whereby product is offered for sale to the customer at a certain price and at a given period of time. Sales professionals should follow the below mentioned steps for maximum sales and better output. These functions differ from company to company according to their size and the nature of their products. The following are the other factors showing importance of the sales management: (i) Introduction of new products in the market. He should know what he is supposed to do at the workplace. An important function that takes much time of a sales manager is the management of the sales force. This tutorial also throws light on the strategies applied in distributing tasks to the sales personnel and their performance. Two sales management definition are mentioned below: American Marketing Association (AMA) define sales management as: “The planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks, apply to the personal sales force“. Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. To assist in training of middleman’s sales personnel. The list, in no particular order is probably different, in many ways, as much for what's not on it as for what is: COACHING; ACCOUNTABILITY; MOTIVATION; RECRUITING; DEVELOPMENT; LEADERSHIP; RELATIONSHIPS; TACTICS; STRATEGY; … Naturally, sales has a major contribution to profit and it is categorized as a profit functionin several organizations. Top 6 Qualities that makes a Successful Salesman – Explained. Sales management facilitates the directions of activities and functions which are involved in the distribution of goods and services. Formulation of a Strategic Sales Programme 2. Market Research 2. All functions and activities are considered as a dynamic process, composed of numerous interrelated parts, aiming to achieve the organizational sales objectives. 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