EMERGING TRENDS AND ISSUES IN SALES MANAGEMENT This refers to new issues that are coming up as far as selling is concerned. Use of advanced technology-computers which have come up with new changes ranging from less paper work and many people are unemployed. E-Commerce E-Government-Application of advanced ICT to deliver government services E-procurement NB Outsourcing- […]
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Measures of Performance Quantitative measures of performance These measures exist in two groups One group is a set of input measures which are essentially diagnostic in nature – they help to provide indications of why performance is below standard. Key output measures relate to sales and profit performance. Most companies use a combination of input
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BUDGETING AND EVALUATION The purpose of Planning is to allocate company resources in such a manner as to achieve these anticipated sales. BUDGETING Def: This is an estimation of the revenue and expenses over a specified future period of time. This is establishing a planned level of expenditures, usually at a fairly detailed level. A
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SALES ORGANIZATION Organizational structure Def: This defines how activities such as task allocation, coordination and supervision are directed towards the achievement of organizational aims. This is a system that is used to define the hierarchy within an organization. It identifies each job, its function and where it reports to within the organization. This is a
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MOTIVATION AND TRAINING Introduction Creating and maintaining a well-motivated sales force is a challenging task. The confidence and motivation of salespeople is usually out washed by the inevitable rejections they suffer from buyers as part of everyday activities. Sales managers do not motivate salespeople but should provide the circumstances that will encourage salespeople to motivate
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RECRUITMENT AND SELECTION OF SALES FORCE INTRODUCTION Recruitment is a positive process in which a company attracts a pool of talented people, whereas selection is a negative process through which they screen people and finally select desired number of personnel who are offered appointment. Attracting and selecting new sales personnel is an important aspect of
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TECHNIQUES OF FORECASTING There are two basic techniques: Objective / Quantitative methods: – these are of a mathematical or statistical nature; Subjective / Qualitative methods: – Are based on experience, judgment and intuition rather than on quantitative analysis. Techniques of Forecasting Qualitative forecasting techniques are sometimes referred to as judgmental or subjective techniques because they
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Factors to consider in Sales Forecasting Historical Perspective – As a starting point, management analyzes previous sales experience by product lines, territories, classes of customers, and other relevant details. Management needs to consider a time line long enough to detect trends and patterns in the growth and the decline of dollar sales volume. This period
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SALES FORECASTING AND PLANNING Sales Forecasting Sales forecasting is the prediction of future performance based on available information about past performance. This forecast is done for a particular period of a time in the near future, usually the next fiscal year. Sales forecasting is easier for established companies that have been operating for a few
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DUTIES AND RESPONSIBILITIES OF SALE MANAGERS Environmental analysis and marketing research-this usually involves monitoring and adapting to external factors that affect success or failure such as the economy and competition and collecting data to resolve specific marketing issues. Broadening an organizations/individuals scope-this involves deciding on the emphasis to place as well as the approach to
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INTRODUCTION TO SALES MANAGEMENT NATURE OF SALES MANAGEMENT Originally, the term ‘sales management’ referred to the direction of sales force personnel. But, it has gained a significant position in the today’s world. Now, the sales management meant management of all marketing activities, including advertising, sales promotion, marketing research, physical distribution, pricing, and product merchandising. The
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