Sales management is a sub-system of marketing management. It is sales management that translates the marketing plan into marketing performance. That is why sales management is sometimes described as the muscle behind the marketing management. Actually sales management does much more than serving as the muscle behind marketing management. For example, in a blinds company who is selling vertical blinds, roman shades, faux wood shades products, a sales management team do all the behind the screen work for marketing management team. Marketing management needs sales management. Sales managers in modern organization are required to be customer-oriented and profit-directed and perform several tasks besides setting and achieving personal selling goals of the firm. Today, let us understand briefly the sales management, tasks involved in the sales management etc.
Definition
Sales management originally referred exclusively to the direction of the sales force. Later the term took on broader significance-in addition to the management of personal selling. Sales management meant of all marketing activities, including advertising, sales promotion, lead management, marketing research, physical distribution, pricing and product merchandising. According to the definition committee of the American marketing association sales management meant “The planning, direction, and control of personal selling including recruiting, selecting equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to the personal sales force”. For example, for a term life insurance rates company, sales management meaning planning of new term life insurance policies, how to promote that, who is going to promote, who is going to sell that, tools they are going to use to sell, motivating the term life insurance rates providing agents. All these act all together consider as sales management.
Tags: blinds, CRM, CRM Functions, Lead Management, Leadorganizer, Marketing Managment, marketing research, Organization, personal selling, physical distribution, sales definition, Sales management, term life insurance rates
