Sales Management Functions

Cheatsheet Content

Sales Management Functions 1. Sales Planning Sales planning is a fundamental duty of sales management. Indicates the sales manager's responsibility to enable planning. Sales executives plan how to meet with prospects, distribute products, and expand sales. 2. Recruitment & Selection The sales manager recruits and selects personnel for the sales department. Recruitment is classified into two categories: external and internal recruitment. 3. Training Training is the third function of sales management. It improves a salesperson's abilities, expertise, and capacity to take on more responsibilities. Sales professionals must undergo adequate training and development programs. 4. Motivation & Remuneration Motivating and remunerating the sales management team is crucial to meeting sales targets. Sales managers aid in comprehending a salesperson's feelings, sentiments, and expressions. Effective remuneration and motivation are key. 5. Equipping Equipping of sales organization/management involves providing necessary tools for sales. Includes sales force with templates, brochures, price lists, yellow pages, and other resources. 6. Relationship Building Relationship building is the sixth function of sales management. It indicates that a sales manager must maintain a proper relationship with customers, create customers, manage customers, and retain customers. 7. Attainment of Sales Target The seventh function of sales organization/management is attainment factor. Sales managers are accountable for both their own and the team's maximum sales income. Will help in achieving sales targets, contributing to the effective or efficient growth of a firm or organization. 8. Delegation Delegation is the eighth function of the sales department/management and is essential. There will be a grouping of paid responsibility, and it may be achieved through ensuring that work is done within the timeframe specified. The sales manager must, on the other hand, enroll the relevant authorities. 9. Supervising The ninth role of sales management/representative is supervising. This indicates that the sales manager's job is to monitor the actions of sales executives and, if necessary, correct any irregularities. 10. Allotment of Sales Territories The tenth role of a sales manager is allotment strategy. This indicates that sales territories relate to the grouping of clients in a certain region. Companies assign sales territories to sales agents in order to ensure total market coverage. 11. Allocation of Sales Quotas The eleventh function of sales management is allocation strategy. This indicates that the sales quota refers to the quantitative objectives allocated to individual salespeople. These are in charge of personal selling activity planning, control, and assessment. 12. Sales Budget Preparation The sales budget is the twelfth duty of a sales manager. It includes personal selling function expenditures, transportation expenses, promotional expenses, tele-calling charges, and so on. 13. Communication The thirteenth function of sales management is communication. This implies that the sales manager ensures good communication between various sales executives and informs senior management about sales objectives or income reached. Personal selling necessitates good communication skills. 14. Sales Controlling The fourteenth role of sales management is sales controlling. This indicates that if there is a variation in real sales, the salesperson makes modifications to sales objectives. Achieved so that the mismatch between actual sales and planned sales can be reduced.