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Sales Management – Introduction

Selling is that most important activity which brings money to the company. The main commercial objective of any business is
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How To Organize Sales Activity Within the Company

Establishing the Sales Organization The purpose of the sales department is to facilitate selling of the company’s products to the
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Determining The Size Of The Sales Team

Size of the Sales Team The size of the sales team is generally based on the number of customers to
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Managing The Sales Team – Hire The Right People For The Sales Team

Hiring the Right People for the Sales Team Selling is a tough job. Not everybody can sell. So, hiring salespeople
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How To Decide The Compensation Plan For The Sales Team?

Compensation Plan for the Sales Team The sales team members must be compensated as per the market rate. So, find
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How To Track The Activities Of The Sales Team?

Tracking Activities of the Sales Team If the salespeople are stationed inside the company premises (e.g. retail setups), then their
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How to reimburse expenses to the sales team?

Reimbursement of Expenses Outdoor sales team members have to spend a lot of time on the field visiting customers and
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How to set targets for the sales team?

Sales Targets Every person in the sales team must be given a target.  Set quotas for each salesperson for each product
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Sales Control Room

Within a company, there must be somebody or some group or department which is entirely focused on sales and customers.
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How to train your sales team?

Training the Sales Team Whether we are a retail organization or a company selling complex projects to other companies, the
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How to Setup a Distribution Channel?

Distribution Channels For any manufacturing organization, the success of its product in the marketplace depends on how well it is
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Distribution Channel Management

Just like the company’s own sales team, the distribution channel also works as a partner in increasing the sales of
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Managing Sales Leads

Sales Leads A lead is every positive inquiry which may result into sales. In other words, a lead is a
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Standard Sales Process

The standard selling process consists of seven steps: Prospecting The first step in the sales process is identifying and finding
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Guidelines for Making a Sales Presentation

For bigger sales transactions like projects, machinery, service contracts, enterprise software etc. the salespersons may have to give presentations to
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BUSINESS GUIDE

  • Marketing
    (31)
  • Branding
    (15)
  • Sales
    (15)
  • Managing Customer Experience
    (7)
  • Human Resources
    (26)
  • Administration
    (2)
  • Purchase
    (8)
  • Inventory
    (5)
  • Production Management
    (10)
  • Export-Import
    (5)
  • Systems & Processes
    (4)
  • Technology in Business
    (12)
  • Accounts & Finance
    (3)
  • Managing Business Risk
    (9)
  • Reports & Reviews
    (6)
  • Managing a Family Business
    (16)
  • Ingredients of Lasting Partnerships
    (4)
  • Hiring External Experts, Consultants or Coaches
    (5)
  • Business Leadership
    (13)
    • Leader's Task-1
      (3)
    • Leader's Task-2
      (4)
    • Leader's Task-3
      (3)
    • Leader's Task-4
      (3)
  • Small Retail Businesses
    (1)

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