8. He has to formulate sales plans, sales policies and sales programmes including the sales budget every year.
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10. He has to organize and manage marketing research projects. Marketing research provides sound solutions to all marketing problems. Sales manager can take sound decisions on the basis of uptodate and reliable information provided by marketing research department.
12. He must have sales budget for the entire sales organization. Sales cost analysis can help him to control selling costs and expenses. Without sales budget and sales cost analysis can have profit planning.
14. With the help of advertising and sales promotion staff, he must look after sales promotion and advertising campaigns so that consumer demand can be created and activities of personal selling can be facilitated for securing customer orders.
20. Designing and managing sales force: the sales manager’s control over the various activating of the sales force a must. these activities may, sometimes be beyond control, leading to intractable problems in a sales organization.
21. Sales force authority: therefore, the sales force requires delegation of authority with respect.
27. Sales force management is defined as “the planning, direction and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipment, assigning, routing, supervising, paying, and motivating as these tasks apply to the personal sales force”.
29. Proper recruitment and selection provides a sound foundation of a good vibrant sales organization and sales management. Job analysis can provide job specifications of the required sales positions. Recruitment deals with securing as many qualified people as possible so that some of them can be selected to fill the vacancies. Possible sources of applicants include company personnel, friends, middleman, salespeople of other companies, educational institutions, newspaper and trade journal advertising.
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31. Motivation is the act of stimulating someone or oneself to get a desired course of action, to push the right button to get a desired action a compliment, a pay rise, a smile, a pay rise, a smile, a promise of promotion, praise, public, recognition of merits, and so on. Motivation ignites the will to work. It moves people recognition of merits, and so on. Motivation ignites the will to work. It moves people to take a desired action.
32. Salesman are the most important single resource with the sales manager and this resources has unlimited potential. This can be tapped only through appropriate measure of motivation.
36. Salesman’s performance must fit into planned standards of efficiency and salesman’s achievement must help to achieve the desired reduced ratio of selling expenses to sales.
![Sales management<br />Introduction:<br /> Sales management is generally acknowledged to be backbone of marketing. The overall management of sales and it refers to only a specialized application of the process of management as a whole. The planning, direction and control of the personal selling activities of a business unit include recriting, selecting, training, assigning, rating, supervising, paying and motivating as these tasks apply to the Personal sales force. The ultimate objective of sales management is to influence the consumers of the target market to get sales orders.<br />Sales management:<br />Sales management is a vital sub-system of marketing management. It will continue an indispensable part of marketing management as long as sales people are required to interact with customers, influence them and win them. In reality, marketing plans, strategies and policies are implemented through sales management. Modern sales management is not only profit-oriented but also customer-oriented<br />Role of sales management:<br /> Marketing stresses the importance of satisfying customer needs and wants through a process of exchange. The advertising and marketing magazine defining “business is marketing “marketing and selling are directly relating to each other.<br />As consumers of goods and services, we all participate in the marketing process many times each a day. Many scholars characterize today’s trend setting sales people in this way<br />,[object Object]](https://image.slidesharecdn.com/salesmanagement-111013095405-phpapp01/85/Sales-management-1-320.jpg)
