Sales And Distribution Management Intro

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Ravish Roshan

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SALES MANAGEMENT SYNONYMOUS WITH MANAGEMENT OF SALES FORCE Modern sales managers are have broader responsibilities.

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Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: • Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. • Continuous Process: The sales manager needs to perform sales management functions regularly, and this process is never-ending. • Systematic Approach: It is an organized way of handling the sales function of the company where every problem has a defined and proven solution. • Relationship Selling: The salespeople make efforts to build a strong customer relationship to sell the products or services effectively. • Marketing Management Integration: Marketing is a broader concept; marketing management includes all the activities related to sales management. • Different Sales or Job Position: It is the combined efforts of the whole sales team, including salesperson, sales executive, sales head, sales manager and after-sales service personnel. • Pervasive Function: It is a universally applicable concept which has been adopted and tested by every kind of business organizations A sales manager needs to concentrate on the three crucial elements of sales management. Getting these three right can bring optimization of the sales management.

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