According to Philip Kotler, sales management is defined as:
"The analysis, planning, implementation, and control of programs designed to bring about the desired exchanges with target markets for the purpose of achieving organizational objectives."
Importance of Sales Management
Essential for any business that generates revenue.
Focuses on maximizing profit while delivering value to customers.
Helps businesses meet sales objectives and adapt to industry growth.
Can be the difference between survival and thriving in a competitive market.
Key Aspects of Sales Management
Sales Operations
Sales Strategy
Sales Analysis
Diagram Representation
The sales management process is visually depicted with the main focus on the role of great sales managers at the center.
Building the Sales Team
The sales team connects products with customers and is crucial for business success.
Importance of treating the sales team as integral parts of the organization rather than just profit generators.
Emphasis on thorough training and skill development for sales personnel, regardless of their experience level.
Setting up for Success
Salespeople should:
Become proficient in selling products.
Represent the organization positively to customers.
Managers should set high yet realistic targets for the team, track progress, and measure success.
Responsibilities of a Sales Manager
Set targets, assign territories, and establish goals and quotas.
Provide counseling, support, and motivation to the sales team throughout the sales process.
Share experiences of disappointments and failures to foster a supportive environment.