According to the AMA definition:
The planning, direction, and control of the personal selling activities
of a business unit, including recruiting, selecting, training, equipping,
assigning, routing, supervising, paying, and motivating as these tasks apply to
the sales force. Sales management involves three interrelated processes: (1)
formulation of a strategic sales program; (2) implementation of the sales
program; and (3) evaluation and control of sales force performance. In
formulating the strategic sales program, sales management involves a number of
activities including development of account management policies, demand
forecasts, and quotas and budgets; sales organization; sales planning;
territory design; deployment; and routing. In implementing the sales program,
sales management activities include supervising, selecting, recruiting,
training, and motivating the sales force. In addition, implementation requires
the development of compensation systems and sales force incentive programs. The
evaluation and control of sales force performance involves the development and
enforcement of methods for monitoring and evaluating sales force performance.
Sales management activities typically required for evaluation and control
include behavioral analysis, cost analysis, and sales analysis.
Sales Management comprises:
1. Personal Selling 2. Sales Force Management
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