Functions of Sales Management

General Functions of Sales Management:

The general functions of sales management are as follows:

1. Preparing the Sales Plan
2. Recruiting the right people to execute the sales plan
3. Training the people selected to build competency in achieving the targets set and fulfilling the organization’s objectives.
4. Defining the sales territories
5. Specifying the sales quota to be achieved for each territory
6. Defining the remuneration and reward system for the sales force
7. Providing welfare and healthcare facilities to the sales force
8. Devising a sales force development program
9. Analyzing past performance with the current performance and making predictions on demand
10. Coordinating with the marketing department and the consumers
11. Sales planning and sales policies
12. Pricing policy and price fixing
13. Advertising and sales promotion
14. Scientific salespersonship, management and control of sales force
15. Marketing research
16. Planning and control of sales operations and control of sales costs
17. Selection and management of channels of distribution
18. Branding, packing and labeling
19. After sales service, if necessary
20. Integration and coordination of all functions