Sales Management, the theory...

Sales management, what could be the first ideas that pops to our mind when these two words appear? Is it sales force managing? Sales techniques? Sales process or more? Many ideas may describe so, yet what does it suggest in general?

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Firstly when we look at the word “Sale”, it explains the activity involved in selling products or services in return for compensation, including money. Entering towards “Sales”, it includes everything done on sale, yet with formal agreement to do so.

According to businessdictionary.com, Sales Management can involve several activities such as formulation of sales strategy through account management, sales force compensation, sales plan; implementation of sales strategy through selecting, training, motivating and supporting sales force; also management through development and implementation of sales performance. In brief, Sales Management is an activity that aids sales stages, involving sales force until the evaluation process to be done.

No Sales Management will be complete without setting the finish line. Setting of goals is vital, as to have the clear line on how and where should the process work, and assuring that it would not be aimless. Goal setting primarily suggests the establishment of short or long term objectives, with the setting of quantifiable measures. Having proper goal set, chances of more focused plan, could be attained.



For more details on Sales Management, please contact:
KIRTI PARKASH
+62 21 8378 3288
kirti.parkash@frontlinerinc.com