Explaining Business Sales Management
Sales management is an important part of the company’s commercial cycle. Regardless of whether selling a service or a product, sales managers are responsible for leading the sales force, establishing the objectives of the equipment, planning and directing the entire sales process and, ultimately, guaranteeing the implementation of the visionof sales. Equipment. The role of a sales team is probably the most important, more than any other group in an organization, since it directly affects the sales of an organization.
One of the most important roles that a sales manager must have is to configure and implement a sales process for your company. Let’s take a close look at the design of the perfect sales process for your business.
Significant elements for sales management
Sales management is based on the following key elements in administration activities:
Identification of the target groups on which sales are focused: individual objective customers;recipients;segment;strategic niches;Support segments.
Determine the strategy and tactics to work with the recipients: reach the recipients, formulate a proposal, propose an objection, formulate a counterproposal, develop mechanisms to change competitors, define tactics to retain customers, expand the range of proposals,Define strategies. To work with complaints, etc.
Training of distribution and sale channels: definition of efficient distribution channels from the distribution of more intensive and efficient goods.
- Sales channel management: sales forecast in facilities;definition of the terms of each channel;stimulation and communication management, etc.
- Stimulation of the distribution channel (commercial marketing): planning and implementation of measures to promote distribution among channel participants, methodological support for the sale of the distribution channel.
- Sales management organization: Training of the Sales Management Structure in the Company, Definition of Tasks and Functions for the Sales Management Organization (Structure, Sales Department staff; principle of functions distribution in the department: byterritories, client groups, product lines, etc.).
- Current sales management: employee planning and control;recruitment, selection and adaptation;Employee motivation;Analysis of employee activities (information, department evaluation).
- Sales economy management: calculation of sales costs, regulation of the cost of this;Ensure the necessary indicators for distribution, purchases, profitability in sales and evaluation of staff efficiency.
- Sales system adjustment: evaluation and adjustment of the entire sales system (at least once a year).
In general, sales management in a company begins by building and organizing the sales support structure. Then, attention focuses on improving personal sales skills. While theoretical guidelines for sales management, such as ‘Define the target group’, ‘form the distribution channels and manage them’, ‘commercial marketing’ are in the background. From the point of view of effective sales management, the focus on customer objective groups, business marketing and distribution management must determine the sales support structure.
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