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Sales Management

Notes 14. To bring together the offering of the market and of the customer
(a) Suspecting (b) Offers
(c) Collaborate (d) Prospecting
15. This is to make the customer aware of the product

(a) Word of mouth (b) Promotion
(c) Production (d) Awareness

1.7 Responsibilities of a Sales Manager

Sales management involves a number of responsibilities. It is the income producing division of
a business. The sales manager is responsible for:
1. Providing profit contribution
2. Creating a proper image for the company and it’s products/services

3. Achieving the sales targets of the organisation
4. Satisfying the customers and participating in marketing activities
5. He is responsible to the customer and society for continuing growth of the organisation.
He has multifarious activities, including setting goals and achieving them, building sales
organisations and managing them.
These multifarious activities can be listed exhaustively as below:
1. Identification of sales strategy.
2. Defining the personal selling objectives of the firm.

3. Formulating the sales policies.
4. Deciding the type of the sales force.
5. Deciding the size of the sales force.

6. Designing the sales territories for effective coverage of the area.
7. Developing a sales organisation.
8. Fixing sales quotas and targets.
9. Creating the sales force – i.e., recruitment, selection and orientation of the sales force
10. Managing the sales force:

(a) Compensation
(b) Motivation
(c) Supervision

(d) Monitoring and performance evaluation
(e) Training
(f) Development
11. Sales budgeting and reporting.
12. Organising sales displays.

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