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Unit 1: Introduction to Sales Management
Analysis Notes
This involves probing into the sales records of the company, analysing the reports of sales
people, investigation of marketing trends and other environmental factors.
Planning
It involves setting objectives of the firm’s sales efforts, formulation of sales strategies and
policies in order to achieve those objectives.
Organisation
It involves determination of the structure of the sales force and delegation of authority which is
supposed to be necessary to achieve the organisation’s objectives.
Direction
It involves proper supervision and implementation of the plans with the help of proper
communication, motivation and leadership.
Control
It involves comparison of the actual with the desired results, finding out reasons for deviation
and taking corrective actions accordingly.
Task Using Internet search tools contact 50 customers of two sales organisations with
different sales organisations and record how organisations provide different services to
customers.
!
Caution Sales training may not provide lots of benefits in my industry.
Sales training can boost sales results in most industries provided the program is tailored
to that industry and the client company. In particular, if you are experiencing any of the
following, sales training can usually provide substantial benefits.
Self Assessment
Multiple Choice Questions:
12. This involves probing into the sales records of the company, analysing the reports of sales
people, investigation of marketing trends and other environmental factors.
(a) Analysis (b) Dialysis
(c) Audit (d) Benefits
13. It involves determination of the structure of the sales force and delegation of authority
which is supposed to be necessary to achieve the organisation’s objectives.
(a) Sales Management (b) Organization
(c) Marketing (d) Personnel Selling
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