Selling is that most important activity which brings money to the company. The main commercial objective of any business is profitability, which largely depends upon successful selling. All marketing efforts are centered on increasing the sales of the company. Following are the objectives of sales management function:
- Set the overall targets for each product or service of the company.
- Achieve the sales targets.
- Ensure 100% collection of proceeds against the sales made.
- Establish long term relationship with the customers.
- Grow the sales of the company every year.
To effectively achieve these sales objectives, this vital function needs to be managed properly. Managing sales function covers the following:
Organization of the Sales Function
It determines how our sales activity will be organized. What will be the role of various manpower resources and channel partners in the sales activity?
Managing the Sales Team
- How our sales team will be formed?
- How will their work be tracked?
- How will they be compensated and their expenses reimbursed?
- How will they be trained?
- What will be our standard sales process?
Managing the Distribution Channel
- How will our distribution channel be structured?
- How will it be managed and trained?
- How will the conflicts be resolved?
- How will their performance be tracked?
Sales Leads Management
- How will we manage the sales leads being generated?
Standard Sales Process
- What will be the steps in the sales process of the company?
- How will these steps be implemented by our sales team?
(Expert advice to GROW your business wherever you are, whenever you want.
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