Sales Management 2

Sales Management – Basic Objectives:

There are three basic objectives of sales management viz. increasing sales volume, contributing to company profits and long term growth of an organization.

Some other objectives of sales management are as follows:

1. Revenue Generation – One of the main objectives of sales management is to generate revenue for the organization. The sales department is solely responsible to bring in the money.
2. Increase Sales Volume – Through efficient sales management, the organization wishes to increase the number of units sold. This will ensure that the production facilities do not remain idle and are utilized to the fullest.
3. Sustained Profits– Sales management has an objective of improving the profits of the organization through effective planning, coordination and control. Sales management strives to increase sales and reducing costs, this ensures good profits for the organization.
4. Organization Growth – With the sustained and continuous sales management techniques, the organization tends to gain market share and results in growth of the organization.
5. Market Leadership – With increased sales volumes and profits, ‘sales management’ enables an organization to become the market leader.
6. Converting Prospects to Customers – Getting prospects to become customers is an art and a science, it requires good planning and sustained efforts. This is accomplished through sales management.
7. Motivate the Sales Force – One of the core objectives of sales management is to motivate the sales force. Selling is a very stressful task, achieving sales targets can become very challenging. Therefore, the sales management task is to ensure that the sales force is continuously motivated through proper incentives and reward systems.
8. Compliment Marketing Activities – Sales management’s task is to support the marketing functions of the organization. Marketing and sales need to go hand in hand to achieve the desired results.