Subject: SALES MANAGEMENT
Course Code: MM-308
Author: Dr. Surinder Singh Kundu
Lesson No.: 01
Vetter: Dr. V.K. Bishnoi
SALES MANAGEMENT: AN OVERVIEW
STRUCTURE
Objective
Introduction
Definition
Benefits of selling activities
Elements of sales management
Objectives of sales management
SMBO approach
Process of SMBO
,Importance of SMBO
Organisation of selling unit
Need and Importance
Functions of Sale Organisation
Structure of Sales Organisation
Steps to establish a sales structure
Summary
Keywords
Self assessment questions
References/suggested readings
,1
, OBJECTIVE
After going through this lesson, you will be able to-
Discuss the sales, sales management and related concepts.
Explain the structure and objectives of a sales organisation.
INTRODUCTION
In daily life, a layman deals with different transaction in terms of selling
and purchasing of goods and services. In these transactions the second
one persuades the first person. Therefore, selling may be defined as
persuading people to satisfy the want of first one. The person, who
does this act, is called as the salesman, the result of this action as
sales, while these activities of the person, are supervised and
controlled by sales-management. In the present scenario sales
executives are professionals. They plan, build and maintain effective
organisations and design and utilize efficient control procedures. The
professionals approach requires thorough analysis, market-efficient
qualitative and quantitative personal-selling strategy. It calls for skilful
application of organisational principles to the conduct of sales
operations. In addition, the professional approach demands the ability
to install, operate, and use control procedures appropriate to the firm’s
situation and its objectives. Executives capable of applying the
professional approach to sales management are in high demand today.
The quality of selling is referred to as salesmanship. In other words,
‘management’ is synonymous with leadership. Managers do the same
thing in industry, as ministers do in states and at the centre, i.e., they
have to plan, forecast, direct and control their personnel. Here success
lies in running together, hand in hand. Managers are the captains of
the army of their followers.
Course Code: MM-308
Author: Dr. Surinder Singh Kundu
Lesson No.: 01
Vetter: Dr. V.K. Bishnoi
SALES MANAGEMENT: AN OVERVIEW
STRUCTURE
Objective
Introduction
Definition
Benefits of selling activities
Elements of sales management
Objectives of sales management
SMBO approach
Process of SMBO
,Importance of SMBO
Organisation of selling unit
Need and Importance
Functions of Sale Organisation
Structure of Sales Organisation
Steps to establish a sales structure
Summary
Keywords
Self assessment questions
References/suggested readings
,1
, OBJECTIVE
After going through this lesson, you will be able to-
Discuss the sales, sales management and related concepts.
Explain the structure and objectives of a sales organisation.
INTRODUCTION
In daily life, a layman deals with different transaction in terms of selling
and purchasing of goods and services. In these transactions the second
one persuades the first person. Therefore, selling may be defined as
persuading people to satisfy the want of first one. The person, who
does this act, is called as the salesman, the result of this action as
sales, while these activities of the person, are supervised and
controlled by sales-management. In the present scenario sales
executives are professionals. They plan, build and maintain effective
organisations and design and utilize efficient control procedures. The
professionals approach requires thorough analysis, market-efficient
qualitative and quantitative personal-selling strategy. It calls for skilful
application of organisational principles to the conduct of sales
operations. In addition, the professional approach demands the ability
to install, operate, and use control procedures appropriate to the firm’s
situation and its objectives. Executives capable of applying the
professional approach to sales management are in high demand today.
The quality of selling is referred to as salesmanship. In other words,
‘management’ is synonymous with leadership. Managers do the same
thing in industry, as ministers do in states and at the centre, i.e., they
have to plan, forecast, direct and control their personnel. Here success
lies in running together, hand in hand. Managers are the captains of
the army of their followers.
