Questions Sales and Marketing

What is the scope of sales management?

2 Answers Airtract Airtract Date Sorting

Airtract

Shirley Barro

Success is not for the lazy

Sales management is one of the essential branches of administration which deals with the managing of sales. In the field of sales, a massive amount of orders are being purchased and demanded by the clients and customers. Being a sales manager, you are responsible for ensuring that the whole system of purchase starting from the order to the delivery is processed in the fastest and accurate way. A sales manager is also responsible for monitoring whether the sales team under his/her supervision is correctly performing its duties and to be always able to handle situations during the time of problems. 

Sales management is associated with some roles and responsibilities like territory allocation, decision implementation, reporting, planning and control, responsibility allocation, roles allocation, evaluation and monitoring, forecasting, etc. It is the sales management that helps the organization in achieving its objectives and goals. Sales management takes care of the product’s price and releases so that they can earn a profit as well as cost useful for the users. In this way, both the buyers and sellers can develop a healthy business relationship as well. It is a sales manager who carefully understands the requirements of the customers directly and tries to maintain the business relationship through the proper exchange of products. 

The scope of sales management covers all the sectors which are directly attached to the well being of the organization beginning from client prospecting, developing ideas, order collections, and complaints handling. The sales manager’s scope of duties rules over the following roles.

  •  The sales manager develops new sales strategies with proper plans and objectives for the overall sales team.

  • It is the sales manager who mentors and monitors the sales team.

  • Sales management is the field that reviews all the past and the current sales and marketing information.

  • Sales managers analyze the competitors market policies and try to develop new goals for the upliftment of his/her company. 

  • Sales manager conduct meetings to build strong communication between the corporates and the clients. 

Sales management is directly responsible for handling the marketing administrative, personnel and team issues. 

The scope of sales management is thus not confined to a single activity and drives for the control of the whole system of management and administration. The administration is much more concerned with the evaluation or the outcome. The sales manager designs this evaluation. I hope it is clear how the scope of sales management strongly dominates for the well being of the company and clients.

Read more: What is the importance of sales management in marketing?

Airtract

Bert Woolf

Work for it

Sales management is known to deal with the functions and activities that are involved in the distribution of products and services. Scope of sales management is very crucial, and it may vary from one company to another.

Key Factors

Three main factors are known to drive the entire sales system of a company.

  1. Sales strategies
    This involves the positioning of the product, promotions, and decisions regarding product prices. Along with that, sales strategies also helps in learning the activities of the competitors and the right time to discontinue a particular product.

  2. Sales operations
    Sales operations are known to deal with the performance of the sales team. It monitors and measures the activities and functions of the team. The team leader is expected to motivate and encourage the team members to reach targets and close deals.

  3. Sales analysis
    Sales analysis is very important as it helps you to learn about product movement. For example, which product is resulting in more revenue and which is not? Not just that, but it also helps sales personnel to take a better decision regarding the sales of a product.

Sales management can be defined as the pinnacle of every company as it is involved in the selling of goods and products. In other words, it completes a commercial activity for the company. The main objectives of sales management include:

  1. To produce sufficient sales volume.
  2. To ensure increased growth of the organization.
  3. To contribute to the current profit gained by the company.

It is the responsibility of the top management to take care of all these tasks mentioned above. For a company to prosper, the sales department has to be a strong one.

To conclude, it can be said that sales management is an integral part of every company. It drives the sales activities of a business and thus, results in profits.

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