Sales Management

Objectives of Sales ManagementSales mgt plays a vey important role in the success of an enterprise because sales is the single most important variable in appraising of the company, its executives and sales personnel. Companies set different objectives for their sales course, depending upon their overall corporate objectives and the nature of their commercial activities. The major objectives of sales mgt of a company are to increase sales volume and contribute profits and long term growth of organization. There are 3 general objectives of sales mgt1. Maintaining continual growth: The objective calls for maintaining long term growth of the enterprise to attain an optimum marketed performance in terms of sales volume and net profit. This requires an effective overall coordination. The sales mgt can play very significant role in coordinating diverse activities involving the organization, the planning, the other elements in the marketed program, the distribution and the implementation of overall marketing strategy. 2. Achieving sufficient sales volume: The top mgt fixes the sales volume more specific on the basis of market territory, customer or any other basis which it wants to achieve in a specific period. The sales executives, during the planning phase provide sufficient information regarding market and sales potential, capabilities of sales force and the middle man and the live. Once these goals are finalized, it is up to sales executives to guide and lead the sales personnel and middleman to implement the selling plans and achieve the goals so finalized. 3. Provided sufficient contribution to profits: This objectives calls for providing ample/sufficient contribution to profits, mainly sales volume, gross margin and net profit in units of product and amount with benchmarks of growth projected for sales and profits are fixed on the basis of sales mgts appraisal of market attained or not, depends upon the performance of sales and other market personnel.

Functions of Sales Executive/Sales manager The various functions, duties and responsibilities of sales manager are as follows1. It has to formulates sales plans, sales policies and sales programmes including the sales budget every year 2. Management of Sales Force: A Sales manager is the manager and leader of the sales force. Hence, he is primarily responsible for recruitment, selection, training, promotion, remuneration, supervision, motivation and control of sales man. He has to manage all problems relating to allocation of sales territories and determination of sales quotas. He has to fix sales performance goals for each sales man.