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From the Company View point, there are three general objectives of Sales Management
- Sales Volume
- Contribution To Profits
- Continuing growth
Sales Executives, of course do not carry the full burden in the effort to reach these objectives, but they make major contributions. Top Management has the final responsibility, because it is accountable for the success a failure of entire enterprise.
Top Management delegates to Marketing Management, which then delegates to Sales
Management, sufficient authority to achieve the tree general objectives In the process objectives are translated into more specific goals.
Top Management
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Marketing Management
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Sales Management
Objectives are broken down an restated as definite goals that Company has chance of achieving.
Before goat setting Sales Executives provide estimate on market and Sales potentials, the capabilities of sales force and middle-men. Once goals are finalized it is the Sales Executives who guide and lead Sales Personnel and middlemen who play critical role in implementing selling plans.
