2. SAS INSTITUTION OF
MANAGEMENT STUDIES
NAME – SAGAR RAJESH DHOTRE
ROLL NO – MB21030
SUBJECT NAME – SALES MANAGEMENT
TOPIC NAME – NATURE OF SALES MANAGEMENT
3. WHAT IS SALES MANAGEMENT ?
Sales management is the process of developing a
sales force, coordinating sales operations, and
implementing sales techniques that allow a business
to consistently hit, and even surpass, its sales targets.
4. Objectives of Sales Management
2 3
1
Sales Volume
Continuing Growth
Contribution to Profit
5. Nature of Sales Management
Systematic Process
Pervasive Fuction
Goal Oriented
Continuous Process
Integration with Marketing
Management
Relationship Selling
6. Scope and Functions of Sales management
Motivation of
sales Force
Compensation of
Sales Force
Sale Planning and
Policies Setting Sales force
Objectives
Setting Sales
Quota
Designing sales
Territories
7. THE THREE KEY ASPECTS OF SALES
MANAGEMENT
Sales Operations
Sales Strategy
Sales Analysis
8. Importants of Sales Management
Sales maximization
Strong planning
Profit maximization
Advise to top management
9. Challenge/problems of Sales Management
Maintainig
Consistency
Sales
Coaching
Time
Managemne
t
Stepping
Back
Data
Analysis
Sales
Coaching
13. 01
02
03
t e m p l a t e .
Add your words here according to your need to draw the text box size.
Please read the instructions and more work at the end of the manual
t e m p l a t e .
Add your words here according to your need to draw the text box size.
Please read the instructions and more work at the end of the manual
t e m p l a t e .
Add your words here according to your need to draw the text box size.
Please read the instructions and more work at the end of the manual
14. John Henry Patterson
Father of Sales Management
1
3
His first three years
post-graduation
were spent as a toll
collector
4
Before moving on at the age of
26 to manage the Southern Ohio
Coal and Iron Company.
When he was 38, he invested in
the National Manufacturing
Company,
purchasing the business outright
two years later in 1884 with his
brother.
Born in Dayton
2
in 1844
15. You must make your mark on
this earth, and, if you have
never done so, it is simply
because you neglected to use
the powers you have, or you
have neglected to develop them,
Conclusion
