Sales management

Sales management


Sales management is a business discipline
which is focused on the practical application
of sales techniques and the management of
a firm's sales operations. It is an important
business function as net sales through the
sale of products and services and
resulting profit drive most commercial
business. These are also typically the goals
and performance indicators of sales
management.

7
Objectives of sales management
3 general underlying objectives:
1. SALES VOLUME
2. PROFITS
3. GROWTH
Sales cost of sales = gross margin.

Gross margin expenses =net profit.
Personal selling
In the language of
sales and marketing,
"personal selling"
singles out those
situations in which a
real human being is
trying to sell
something to another
face-to-face.