SALES MANAGEMENT

Sales Management refers to the art of managing sales activities where proper planning, organising, directing, coordination and controlling takes place effectively and efficiently so that the organisation is able to acheive it’s goal of sales maximisation as well as profit maximisation.

Importance of Sales Management

1. Sales Maximisation

The main objective of Sales Management is to increase the sales of the product in the market for which various targets are set so that the salesmen are able to acheive those targets effectively and efficiently without any problems.

2. Revenue Generation

It helps the organisation to generate revenue as it is the only department from which the firm generates income for the whole organisation and hence it is one of the main aspects of sales management.

3. Creativity

It makes the salesman more creative and innovative as they try various ways and implement various strategise so that they are able to sell large chunks of product in the market.

4. Generates Employment

It generates employment opportunities to large number of people in the economy as when size of the market increases the demand for the product also increases and hence large no of salesmen are required to fulfill those demands.

Objectives of Sales Management

1. Profit Maximisation

One of the main goal of sales management is to ensure that the firm is able to earn ample amount of profit which will ensure the survival of the firm.

2. Sales Maximization

The main objective of Sales Management is to increase the sales of the product in the market for which various targets are set so that the salesmen are able to achieve those targets effectively and efficiently without any problems.

3. Continuous Growth

Sales Management ensures that the firm is able to keep their sales constant so that they don’t lose their share in the market. Also to enable them to have a constant amount of sales in order to ensure survival in the long run.

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