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  • Sales Management Mehak Madan

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    viresh madan
    4 Ansichten2 Seiten
    Sales management involves planning, directing, and controlling personal selling activities like recruiting, selecting, training, assigning territories, and motivating a sales force. Key decision areas in sales management include designing the sales organization, determining the type and quality of sales personnel, deciding on sales force size, establishing staffing and training procedures, managing compensation and motivation of the sales force, designing sales territories, implementing performance appraisal and control systems, managing multi-channel relationships, and coordinating with other departments.

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    Sales management involves planning, directing, and controlling personal selling activities like recruiting, selecting, training, assigning territories, and motivating a sales force. Key decision areas in sales management include designing the sales organization, determining the type and quality of sales personnel, deciding on sales force size, establishing staffing and training procedures, managing compensation and motivation of the sales force, designing sales territories, implementing performance appraisal and control systems, managing multi-channel relationships, and coordinating with other departments.

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    4 Ansichten2 Seiten

    Sales Management Mehak Madan

    Hochgeladen von

    viresh madan
    Sales management involves planning, directing, and controlling personal selling activities like recruiting, selecting, training, assigning territories, and motivating a sales force. Key decision areas in sales management include designing the sales organization, determining the type and quality of sales personnel, deciding on sales force size, establishing staffing and training procedures, managing compensation and motivation of the sales force, designing sales territories, implementing performance appraisal and control systems, managing multi-channel relationships, and coordinating with other departments.

    Copyright:

    © All Rights Reserved
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    von 2

    SALES

    MANAGEMENT
    According to American
    Marketing Association defined
    sales management as “the
    planning, Direction and
    Control of Personal Selling
    including recruiting, selecting
    ,equipping ,assigning routing
    and motivating as these tasks
    apply to the personal sales
    force”.
    KEY DECISIONS AREAS IN
    SALES MANAGEMENT
     DESIGNING SALES ORGANIZATION
     DECISION REGARDING TYPE AND QUALITY OF SALES
    PERSONNEL
     DECISION REGARDING SIZE OF SALES FORCE
     THE STAFFING AND TRAINING PROCEDURES
     THE COMPENSATION AND MOTIVATION OF SALES
    FORCE
     THE TERRITORY DESIGN
     THE PERFORMANCE APPRAISAL AND CONTROL
    SYSTEM
     MANAGING MULTI CHANNEL RELATIONSHIP
     COORDINATING WITH OTHER DEPARTMENTS

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