Sales Management

SALES MANAGEMENT2005INTRODUCTIONThe strategic position occupied by a gross revenueman in an transcription goes a pine way in forming the perception of the public towards this organisation . Since the salesman is a front course of action staff customers comes in contact with them in every action they here with the organisation , therefore any character or mode of conducting the sales transaction would go a long way in forming the customers perception regarding the organisation . therefore , it becomes germane(predicate) that a salesman who is like a receptionist in an organisation conducts his /her motion in the right frame that would portray the image of the organisation in the most acceptable pattern to the publicSalesperson plays a operative authority in convincing the customers on the right wargon to bribe thereby repleteing his need in regards to fashioning the right preference . Hence , the role of educating the customers on what to buy and how to utilise his products becomes a significant function of the salesman , if he /she wants to satisfy the involve of the customersThis tend to enumerate on the role which salesman plays in educating and guiding his customer in making the right choice so as to satisfy their wants and thereby making a successful salesmanshipSALES MANAGEMENT : SALES PERSONNEL character AND FUNCTIONSEvery credit line organisation has sales management strategies and policies that vary from its counter split . A sales organisation is both an orienting burden for co-operative endeavours and a structure of gentleman behaviour (Osuagwu , 44 . The interaction and interrelationship that exists between the sales executives and those external clients , makes it necessary that an strong way of conducting sales in an organisation is carried out . Thus , sales management has to do with the effective utilisation of the human resources in an organisation in meeting the sales objectives . The social function of sales organisation includes the development of specialists , assure co-ordination , define pronouncement , and economise on executive time .

The sales managers role in an organisation includes recruitment , training , motivation , own(prenominal) involvement profitable use of reports , praising and criticising salesmen , planning manipulation important accounts , problem-solving and decision-making , self improvement , and making valuable contri hardlyions to the administration of his company s policiesThus , it is expected that sales executives listen , evaluate needs and wants , forms a strategy /policy based on customer feedback . Even while other policies or strategies are cosmos followed , it becomes expedient that they are characterised to the extent which the sales person or the buyer is overlookling the selling situation . Sales executive must be sensitive to business patterns and trends , and must hit the books changing conditions through formal control and written sales policies , sales policy formulation and review , formal control over sales volume bud holdary control of sales management activities , and sales control and organisational structure among othersSALES PERSON ROLE IN CUSTOMER EDUCATION AND GUARDIANSales officials in any organisation are not only expected to makes sales to their intending customers , but also to educate them on the specific product they are expected to purchase so as to meet...If you want to get a full essay, order it on our website: Orderessay

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