Page 279 - DMGT408DMGT203_Marketing Management

Marketing Management/Essentials of Marketing Ashwani Panesar, Lovely Professional University

Notes Unit 12: Sales Management

CONTENTS
Objectives

Introduction
12.1 Functions of Sales Organisation
12.2 Planning Functions
12.2.1 Sales Forecasting

12.2.2 Sales Budgeting
12.2.3 Selling Policy
12.3 Administrative Functions
12.3.1 Selection of Salesmen

12.3.2 Training of Salesmen
12.3.3 Control of Salesmen
12.3.4 Remuneration of Salesmen

12.4 Structure of Sales Organisation
12.4.1 Geographic Sales Organisation
12.4.2 Product-based Sales Organisation
12.4.3 Customer-based Sales Organisation

12.4.4 Activity/Function-based Organisation
12.4.5 Hybrid Sales Organisation
12.4.6 Team-based Sales Organisation

12.4.7 Matrix Management Organisation
12.5 Organising and Managing Size of a Sales Force
12.6 Summary
12.7 Keywords

12.8 Review Questions
12.9 Further Readings

Objectives

After studying this unit, you will be able to:
State the planning functions of sales organisation

Describe the administrative functions of sales organisation
Discuss the various structure types of sales organisations
Explain the selling process

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