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MARKETING MANAGEMENT - PROMOTION DECISION

Introduction of Sales Force Decision

   Posted On :  19.06.2018 07:06 am

Sales Force Decision is generally termed as the backbone of marketing. Brech defines it as “overall management of sales and it refers to only a socialized application of the process of Management as a whole.”

Introduction of Sales Force Decision

Sales Force Decision is generally termed as the backbone of marketing. Brech defines it as “overall management of sales and it refers to only a socialized application of the process of Management as a whole.” According to the American Marketing Association the “planning, direction and control of the personal selling activities of a business unit include recruiting, selecting, training, equipping, assigning, rating, supervising, paying and motivating as these tasks apply to the personal sales force.” The ultimate objective of Sales Management is to influence the consumers of the target market to get sales orders. A sales force serves as a company’s personal link to customers.
 

Functions of A Sales organization

 
1.      Analysing markets and sales policy.
 
2.      Sales planning and sales forecasting
 
3.      Deciding prices and terms of sales.
 
4.      Selecting, training and controlling the sales force.
 
5.      Deciding Sales programmes and sales promotion.
 
6.      Advising about advertising and publicity.
 
7.      Deciding and allocating territory and setting targets.
 
8.      Preparing and maintaining customers’ records, etc.
 
9.      Preparing Sales Reports.
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