The functions of sales management include various points such as:-
- Sales Planning,
- Recruitment & Selection,
- Motivation & Remuneration,
- Relationship Building,
- Attainment of Sales Target,
- Allotment of Sales Territories,
- Allocation of Sales Quotas,
- Sales Budget Preparation,
- Sales Controlling.
Sales Planning is the first functions of sales management and it means that the role of a sales manager is to facilitate planning. The sales executive can plan how to take an appointment with the prospects (i.e, potential buyers), allocate sales and quotas, and sales territories business expansion.
This point is also helps to identify the target market of a sales individual.
2. Recruitment and Selection-
Recruitment is the second functions of sales organisation/ management and it means that the sales manager recruit the right person or individual with appropriate selling skills and select him for a sales job. This function is very essential for the sales department because it helps to choose the effective manager or employee for the organization.
The recruitment can be classified into two categories such as an internal source of recruitment and external source of recruitment.
Training is the third functions of sales management and it means, it is a very important function of sales manager. Since it enhances the skills, potential, knowledge, and ability of a salesperson to take challenging jobs and perform effectively.
If an organization wants to increase the sales potential of sales executives then it will have to provide proper training facilities and development programs also.
4. Motivation & Remuneration-
Motivation is the fourth functions of sales management and it is very necessary to attain the sales target. It helps in understanding the means, emotions, sentiments, and expressions of a particular sales executive. While remuneration will help in the compensation structure of a salesperson.
Equipping is the fifth functions of sales organisation/management and it means that the sales manager equipped the sales team so that the team is ready with templates, brochures, price list, yellow papers, hoardings which can facilitate or increase the volume of sales.
6. Relationship Building-
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The relationship is the sixth functions of sales management and it means that the critical task of a sales manager is to acquire the prospects, grow the customers, build the customers, manage the customers and retain them through relationship marketing.
7. Attainment of Sales Target-
Attainment factor is the seventh functions of sales organisation/management and it means that the ultimate objective of a sales manager is to maximize the sales revenue. He will be responsible for the attainment of sales target by himself and also by the team.
Thus, the achievement of a sales target helps to grow the business or an organization in an effective or efficient manner.
Delegation is the eighth functions of sales department/management and it means that the degree of control and accountability is possible through delegation. There will be a grouping of jobs along with the concerned authority so that work is completed within a stipulated period of time.
However, delegation is also known as the transfer of something (it can be work, power, etc).
Supervising is the ninth functions of sales management/representative and it means that the task of the sales manager is to supervise the actions of sales executives so that he can rectify any deviations if possible.
10. Allotment of Sales Territories-
Allotment strategy is the tenth functions of sales manager and it means that the sales territories refer to the grouping of customers over a particular area. Companies allot sales territories to sales representatives so that there is complete the coverage of the market.
11. Allocation of Sales Quotas-
Allocation strategy is the eleventh function of sales management and it means that the sales quota refers to the quantitative targets assigned to individuals salesperson. These are responsible for planning, controlling, and evaluation of personal selling activities.
12. Sales Budget Preparation-
The sales budget is the twelfth functions of a sales manager and it means that they comprise of personal selling function expenses, expenses involved in transportation, promotional expenses, tele-calling expenses and so on.
Communication is the thirteenth function of sales management and it means that the sales manager maintains proper communication between various sales executives and inform the top level of management about the sales targets or revenue attained.
Personal selling involves effective communication.
14. Sales Controlling-
The sales controlling is the fourteenth functions of sales management and it means if there is the deviation in actual sales then the salesperson makes corrections sales targets attained so that mismatch between actual sales and desired sales could be minimized.