We will write a custom Term Paper on Concepts of Sales Management specifically for you for only $ $11/page. certified writers online. Learn More. Sales management differs from marketing since it is a section within the marketing mix falling directly under personal selling. The goals of sales managers include improving the revenue The best part is that we Term Paper For Sale have a flexible pricing policy that lets you select an affordable package considering the type of your paper, the number of words, and. Term Paper For Sale. academic level. Hire Essay Writers To Do Your Essays For You. Management Team of WiseEssays/10() Term Papers for Sale Plagiarism Free. When you order your term paper from Academized, you are placing an order for a complete, custom paper. Our reliable writers never resell a piece of writing. The piece is written solely for you based on your needs and requirements/5(49)
Sales Management - Term Paper
Sales management involves the ability of sales managers and the sales force to attain set goals for the sales team. The goals are achieved through an effective sales plan, employee recruitment, and training and controlled resource utilization.
Sales management differs from marketing since it is a section within the marketing mix falling directly under personal selling. The goals of sales managers include improving term paper sales revenue realized by the firm from sales, term paper sales, the profits of the firm and market dominance. To achieve these objectives, sales managers term paper sales be involved in the formulation of sales strategies, their implementation and monitoring. This paper examines sales management goals and process applied by different firms in different industries.
According to Calvin, sales management is the attainment of sales force goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources The responsibility of selling company products falls directly under the sales manager of an organization. Many people perform personal selling.
Personal selling is the process in which individuals are employed to sell company products directly to the clients. It is commonly applied in the sale of major industrial products and durables. Through personal selling, the sales representative communicates directly to the customers of the company convincing them to purchase the company products and services. Selling is one of the elements of the marketing mix.
It can be related to the other elements of the marketing mix as indicated in the diagram below. According to Calvin, term paper sales, programs for marketing are usually designed behind the 4Ps of the marketing mix that include the company product, promotions, term paper sales, price and the channels that are used to distribute the product to the different market segments Sales people communicate directly to the clients while advertising and sales promotions from non-personal communication between the firm and its customers.
Personal selling helps an organization increase its customers since sales representative get orders signed. However, other forms of marketing promotions such as public relations only make customers perceive the message to be coming from the media rather than from the organization.
A sale representative of an organization is in a good position to meet individual needs of customers. It is the responsibility of the term paper sales person term paper sales uncover the specific customer needs. The sales representative should remove any doubts on the part of the customers. Through effective establishment of a rapport with the customer, the sales person would determine the needs of the customer Calvin The field manager usually conducts the management of the market segment of an organization.
The line manager is responsible for daily management of sales representatives of an organization. Calvin argues that sales management has its focus on administration of personal selling in a given marketing mix of an organization Sales management is responsible for various functions in an organization such as the planning of sales programs, their management and control. In addition, the sales management section of the marketing mix is responsible for the recruitment of sales personnel, their training, compensation, motivation and evaluation.
The main goals of all managers in the sales management section are to surpass the company goals and the development of sales people that report to them directly. Due to various forces in the business environment, the marketing environment keeps changing. This has led to a need to the variation of the sales management strategies and objectives. Sales management is a major element in the marketing mix that helps an organization to achieve its set objectives, term paper sales.
Most common objectives of an organization include maximization of the sales revenue while minimizing costs. Term paper sales order to achieve the maximum profit, term paper sales, an organization needs to set specific goals for its sales managers, term paper sales. The managers are responsible for monitoring and supervising sales activities of an organization, term paper sales. They are term paper sales in setting various sales goals as described:, term paper sales.
Sales: the sales representatives of an organization usually sell the products of an organization. The sales representatives report directly to the sales managers. It is the responsibility of the sales manager to allocate the sales persons different strategic market segments in order to maximize the sales made by the firm. In addition to sales management, term paper sales, the term paper sales give the representatives targets that should be met for revenue maximization.
Revenues: this money flows into the organization from the sale of the products and services of an organization. According to Honeycutt Ford and Simintiras, term paper sales revenue realized from sales varies due to various factors Some of the factors include the size of an organization in an industry, environmental factors, products quality among other factors, term paper sales.
In spite of these factors, it is the responsibility of the sales manager to ensure that the revenue realized by the firm is large compared to the competitors. The sales personnel report directly to the sales manager. Through communication with the customers, the manager will be in a position to determine the specific customer needs hence influencing production of products that fit into the needs hence increased revenue.
Profits: an increase in the revenue realized from the sale of the products and services of an organization is related to the profit of the firm. The gross profit is obtained through the deduction of the cost of sales from the sales revenue. A high level of revenue compared to the costs incurred in the sale could result in high gross profit. Similarly, term paper sales, a high level of revenue could also led to high level of net profit although there are other determinant expenses.
It is the duty of the sales manager to ensure that the sales revenue is high enough to offset the cost of sales and other expenses in order to increase the profit of the firm. Failure to this duty, the organization is likely to report a loss. Market share: according to Calvin, a sales representative is in direct contact with the customers of an organization Through them, the organization is able to know specific customer needs that need to be term paper sales. Effective fulfillment of customer needs can lead to customer loyalty.
It is therefore the duty of the sales manager to ensure that the company products meet the consumer needs. This can be established through feedback from the customers obtained through sales personnel. Internal cost control: sales management is part of the marketing mix that receives funding from the firm for its operations. The activities of the sale personnel in the field are financed by the organization. The sales manager manages these activities and therefore can directly control them.
Through effective control of the activities of the sales representative, the sales manager can reduce operating costs of the firm. Thus, it is the goal of the sales manager to control the costs incurred in the selling process. Sales management involves the monitoring of the selling process.
Term paper sales order to execute the above objectives of the section, sales management is involved in various activities such as:. Strategy formulation: the sales managers are responsible for developing the strategy that can be utilized by the firm to increase the sales revenue while reducing operating term paper sales. The set strategy also aims at ensuring that eh firm maximizes the profit. The execution of the set strategies is achieved through the establishment of a sales plan Honeycutt Ford and Simintiras Implementation: it is the duty of the sales managers to implement the formulated sales strategies.
The implementation process begins early with the sales manager recruiting qualified sales representatives, term paper sales. The recruited sales personnel are then trained on the specific selling skills in order to be able to sell company products, services and policies. The sale management team is also responsible for motivating the sales team through well-established compensation system, term paper sales.
They set targets for the sales team in the field while supporting the teams to meet the set targets. Lastly, the sales management team is responsible for developing and implementing sales performance, term paper sales.
As the team operates, the sales management monitors and evaluates the progress. The evaluation ensures that the targets are met and any deviations are explained term paper sales efforts being made to overcome the challenges.
Planning: it is the initial step in every action undertaken by the sales management team. The planning process involves the determination of the goals of the sales team, the objectives and the strategies. For instance, the goal of an organization could be to maximize sales through increased customer satisfaction and loyalty.
The goals set by the firm should be SMART specific, measurable, attainable and relevant. For instance, term paper sales, the targets set by the sales managers to the sales representatives should be attainable within a given period Honeycutt Ford and Simintiras Staffing: employees are a vital resource to any organization since they help the firm attain its given objectives.
Similarly, sales representatives are an important resource to sales management. Staffing process involves the attraction, recruitment and development of sales personnel in the organization. The recruitment process should be through with individuals with academic qualifications and skills in sales being selected. Training: this term paper sales aims at maintaining the sales personnel of an organization through increased knowledge and skills.
Employee training enables employees develop job related culture, skills and attitudes that can lead term paper sales increased sales performance for the firm Schwartz Leading: this is an important step in sales management since the management team provides the necessary leadership skills for the entire sales team.
Leadership in sales management aims at attaining the set goals. Sales managers are expected to lead by example hence acting as role models to their field teams that would eventually develop professionalism. Controlling: this step involves monitoring the activities sales personnel are involved in, term paper sales. the sales managers are directly in charge of selling activities and should therefore determine whether the firm is in the right direction towards term paper sales achievement of its set goals.
In cases where the sales management team, realizes mistakes, corrective measures should be taken in time. Relationship is an important aspect in sales term paper sales and in the entire organization. The relationship established in the sales management department is based on teamwork.
Sales personnel in the department should be grouped into different groups that are assigned different tasks.
Individuals in the groups should work in harmony through cooperation. Schwartz notes that teamwork enhances learning through increased sharing of information and experiences. In addition, working as a term paper sales could enable sales personnel develops various skills that could help them improve their productivity For instance, conflict management skills could be developed hence helping the employees to cooperate further in their sales activities in the field.
In spite of the importance of teamwork, communication is a necessary tool for the development of binding, productive and lasting relationships in the department.
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The best part is that we Term Paper For Sale have a flexible pricing policy that lets you select an affordable package considering the type of your paper, the number of words, and. Term Paper For Sale. academic level. Hire Essay Writers To Do Your Essays For You. Management Team of WiseEssays/10() Term Paper. The use of scanner data collected at the time of checkout in supermarket has increased dramatically in sales analysis. One company has recruited families nationwide to participate in a panel study. When a shopper enters the checkout lane, he or she gives the clerk a plastic card that is passed over the scanner We will write a custom Term Paper on Concepts of Sales Management specifically for you for only $ $11/page. certified writers online. Learn More. Sales management differs from marketing since it is a section within the marketing mix falling directly under personal selling. The goals of sales managers include improving the revenue
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