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Sales Management

Notes 6. The task allocation: Tasks are allocated depending upon the capabilities and capacities of
the sales personnel.
7. The compensation of sales force: Compensation includes salary benefits, profits and perks.
Demographic characteristics are taken into account for this. Then there are fringe benefits
also.

8. The performance appraisal and control system: It is important to know how much work is
being done by the sales personnel. To facilitate this, appraisal systems are devised.
9. The feedback mechanism to be adopted: Feedback is taken from sales personnel, dealers
and consumers about product and sales. On the basis of this feedback, planning is done.
10. Managing channel relationship: We not only decide on selection of channels but also
decide how it is going to be managed.
11. Coordinating with other marketing departments: A sales personnel can’t work alone. He
has to take help from all the other departments.

Task Design a sales and distribution program to promote a Fruit Juice.

Notes Point of sale (POS) also sometimes referred to as Point of purchase (POP) or checkout
is the location where a transaction occurs. A “checkout” refers to a POS terminal or more
generally to the hardware and software used for checkouts, the equivalent of an electronic
cash register.

1.6 Sales Management Cycle

A sales manager looks after and manages a firm’s personal selling functions. Sales management
deals with analysis, planning, organising, direction and control of the company’s selling activities.
This constitutes a cycle shown below.

Figure 1.1: Sales Management Cycle

Analysis

Control Organisation Planning

Direction

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