2. A sale is an activity involved in selling products or
services in return for money or other compensation. It is
an act of completion of a commercial activity and an
engagement between customer and a service provider.
3. A strategy employed by an organization in which a
continuous level of engagement is maintained between
the organization and its audience. Relationship
management can be between a business and its
customers (customer relationship management) and
between a business and other businesses (business
Relationship management is a focus of the financial and
investing industries as a way to identify potential cross-
sales of products and services.
4. Sales management is attainment of an organization's
sales goals in an effective & efficient manner through
planning, staffing, training, leading & controlling
organizational resources. Revenue, sales, and sources of
funds fuel organizations and the management of that
process is the most important function.
5. COMPONENTS OF SALES MANAGEMENT
6. Sales planning is an assessment of current sales for a
product in a given region or market, a statement of sales
objectives, strategies for achieving the stated sales
objectives, and resources available for achieving this
7. Steps for well structured sales plan are:
1. Define the value of your product or service.
2. Analyze your position in the market.
3. Examine your pricing structure.
4. Outline your long-term and short-term revenue
6. Define your advertising approach.
8. Include all other revenue possibilities.
8. A sales executive is an employee of a company who is
responsible for selling the company's goods and services
Sales executives are the key point of contact between an
organization and its clients: answering queries, offering
advice and introducing new products.
10. Recruitment- Recruiting and selecting the right people
is of paramount importance for any organization as it
allows an organization to express company’s vision,
goals and needs.
Training- One of the main reasons why training of sales
executives is important is that they become competent
and will be able to offer good services to customers. The
training will also enable them to meet the expectations of
11. Evaluation- Evaluation of sales executive's performance is
key to ensure that he team is ready to deliver maximum
performance and results required.
Compensation- Sales compensation plans are the carrot
that company management uses to motivate its sales
teams. A good compensation program meets the company's
needs by motivating sales executives to make the sales that
are most needed.
Exit- Most sales executives takes exit from organization
after initial working, the cause may be pressure of work,
underpayment, internal disputes etc. The organization
must take exit interview to know the reason why an
employee is leaving.
12. A channel partner is a company that partners with a
manufacturer or producer to market and sell the
manufacturer's products, services, or technologies.
Channel partners may be distributors, vendors, retailers,
consultants, systems integrators (SI), technology
deployment consultancies, and value-added resellers (VARs)
and other such organizations.
13. Strong channel management can help protect brand
value, allowing vendors to sell their products at a
premium, while enabling the channel to up-sell the
proper services and support offerings that meet the
Channel management can also control price reductions.
It can extend a vendor’s visibility over products and
services through the channel to prevent diversion and
the risk of mis-selling.
14.  Alignment with your partner
How is your relationship viewed by both you and
Map-out how to maximize long-term potential.
 Appraise your situation
Develop a channel partner mission statement.
Understand your current position and determine key
15.  Develop Your Strategy
Focus on strengths that address needs of the partner
Develop a roadmap for working with the partner
 Maximize Your ROI