27-08-2012, 11:50 AM
INTRODUCTION TO SALES MANAGEMENT
1SALES MANAGEMENT.ppt (Size: 4.55 MB / Downloads: 262)
LEARNING OBJECTIVES
A career in sales management is exciting and unique and provides numerous opportunities. This chapter will do the following:
WHAT IS SALES MANAGEMENT?
Sales management is the attainment of sales force goals in an effective and efficient manner through:
Planning
Staffing
Training
Leading
Controlling organizational resources
PLANNING
The conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them.
STAFFING
Activities undertaken to attract, develop, and maintain effective sales personnel within an organization.
SALES TRAINING
The effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment.
CONTROLLING
Monitoring sales personnel’s activities, determining whether the organization is on target toward its goals, and making corrections as necessary.
THE BOTTOM LINE
Skilled sales managers are the key to a successful organization.
Sales managers have five functions that, when combined, can allow them to achieve the goals desired by higher levels of management.
The various types of sales managers can be broken down into the categories of vertical and horizontal.
Most corporations hire a person who cannot only sell but who also shows the potential to one day become a sales manager.