Download - The Sales Management Process
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THE SALES MANAGEMENT PROCESS
21st July 2015
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WHAT IS SALES MANAGEMENT?
Sales management is the attainment of sales force goals in an effective and efficient manner through:
• Planning
• Staffing
• Training
• Leading
• Controlling organizational resources
Strategy
Evaluating &
Controlling“People”
decisions
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Sales Management Functions
THE SALES MANAGEMENT PROCESS
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PLANNING
The conscious, systemic process
of making decisions about goals and activities
that an individual, group, work unit, or organization
will pursue in the future
and the use of resources needed to attain them.
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Sales Management Functions
THE SALES MANAGEMENT PROCESS
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STAFFING
Activities undertaken
to attract, develop, and maintain
effective sales personnel within an organization.
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Sales Management Functions
THE SALES MANAGEMENT PROCESS
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SALES TRAINING
The effort put forth by an employer
to provide the salesperson
job-related culture, skills, knowledge, and attitudes
that result in improved performance
in the selling environment.
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Sales Management Functions
THE SALES MANAGEMENT PROCESS
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LEADING
The ability to influence other people
toward the attainment of objectives.
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Sales Management Functions
THE SALES MANAGEMENT PROCESS
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CONTROLLING
Monitoring sales personnel’s activities,
determining whether the organization is on target
toward its goals,
and making corrections as necessary.
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THE SALES MANAGEMENT PROCESS
Sales Management Functions
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Sales Management is the attainment of sales goals in an ethical, efficient, and effective manner.
SALES PERFORMANCE
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THAT’S ALL FOR TODAY!!!