Sales Management Essay Sample

Sales management driving force of an organization. We can say that the sales department affects everything else in the company greatly. So in order to understand the structure and functioning of a company, one must understand the concept of sales management. Therefore, we bring to you this sample essay on the very topic.

Moving on in this essay we will be looking at the different components of this topic. First of all, we must know what is meaning of this so we will discuss the definition. After this, we will be looking at the importance of sales management. Further, we will be going through functions of sales management. Finally, at the end, we will discuss the principles.

What is sales management?

Sales management refers to the process of developing a sales force, using sales techniques, managing sales operations with the goal of reaching and surpassing the sales target. Sales Company is expecting.

Besides reaching the target of sales, it also helps a company staying on pace with the market. On top of that, it also helps predict the market and realize the goals of the company. In fact, sales management helps the company perform better and improve the development process of the product with respect to the market condition.

Importance of sales management

Sales management is beneficial in several ways as we discussed above. However, those are not only the merits of it. In the paragraph, we shall discuss the importance.

Moving on, apart from reaching the sales target of a company,it also helps in the following fields, namely:

• Better product development
• A distribution channel is optimized
• Improve the quality of staff

So these are some of the many benefits of sales management. Nevertheless, we shall discuss these in brief below:

Better product development

The sales management includes not only coordination with the after-sales department but also with the development team. Moreover, the team of sales keeps in contact with the development department and helps them design and develop products according to the current market situation.

Furthermore, they help them decide the price of the product or service and also the right place for distribution. As the sales manager is well versed with the needs of people and market conditions, they are able to provide the right advice and direction.

The distribution channel is optimized

As discussed above, sales management has knowledge of how much sales are coming and from where. Therefore it is also a crucial part of supply chain management. Therefore sales management can prove useful in optimizing the distribution channels and maximize performance. Hence improving performance.

Improve the quality of staff

It is a famous saying that “sales are only as good as people doing it”. Therefore, the performance of sales management depends greatly on the employees. As a result, it carefully looks after the recruitment process and performance of the employees. Moreover, the sales team should have proper knowledge of the market and the product. Furthermore, the sales managers should be able to motivate their team and get the best out of them.

Functions of sales management

Earlier, we went through the benefits of sales management. Moreover, apart from those benefits, there are several other functions of sales management. Therefore, we shall discuss the functions in this section of the sample essay.

Moving on, functions are as mentioned below:

• Setting sales force’s goal
• Makes plans and setting budgets
• Making a program in order to help achieve sales goals
• Helping in applying for the proposed program
• Evaluation and control of results

These are the functions of a sales manager. Moreover, there can be various functions depending upon the field of application. However, the basic idea behind the functions shall remain the same.

The principles of sales management

It is a known fact that no matter what it is. So there are principles in this too. All the operations are based on these principles. Moreover, one must understand these principles well in order to understand the concept of sales management.

Moving on to the principles are as stated below:

• Consistency
• Equality
• Conviction

So these are three principles of sales management. Nevertheless, we shall discuss each one in brief below:

Consistency

This is the single most important principle of sales management. One must always be consistent in following rules and guidelines. Moreover, consistency should not be confused with rigidity. A salesperson must always be flexible with their approach. Furthermore, it is focused on disciples and being regular with the performance. In addition to that, a person should be consistent with their behavior and effort too,

Equality

As we all know what equality is, it is also an important part of sales management. A salesperson must treat every customer quality and with fair behavior. In addition to that, salespeople should judge potential customers prematurely. Moreover, not just the customer but also the fellow peers. Equality must be practiced as a crucial principle.

Conviction

Being a salesperson or manager is not easy. From time to time, one may behave to face tough choices and unpleasant conversations. Adding to that, salespeople often face rejections and hardships. Nevertheless, no matter how much one’s conviction is tested. One should never lose it.

A salesperson is expected to behave in a proper manner no matter how rude of a conversation it is. Hence this makes it one of the hardest principles and values to hold in this field

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