Sales Engineer
The purpose of all company profits , increase sales revenue by satisfying the needs and demands of the market and consumers in the long run. Sales management to achieve marketing plays an important role in the series .
said. Local products market is preserved , the competitor will assess the situation and, ultimately, the success and progress of the company can provide. Company to sell products adopt good practices . Or direct sellers to sell their own use or for the use of contract vendors . Either way, the sales and sales force management sales managers must be taken seriously.
What is sales management ?
Management issues have been raised in recent years and more to planning, organizing, leading and controlling the sales force confirms .
To understand the importance of sales management must first determine what is he selling ?
Sales include helping clients to buy what it wants for its own needs . The following sales process has three stages as follows:
One . Understand customer needs
Two . Offer a solution to meet these needs
Three . Achieve customer satisfaction
Goods and services are produced and marketed by the company to be acquired by the sellers and buyers to sell operations are completed . Sellers played the role of bridge between producers and consumers because they must Sellers activities by sales managers as appropriate , planning , organizing, directing and control .
What are the duties of a sales manager ?
Like every other manager, sales manager jobs basically includes planning , organizing , staffing selection and motivation, guidance, and control of their forces are.
Sales manager must determine sales goals and marketing objectives and goals with the goals of the company to coordinate . In other words , the company's marketing objectives into sales goals . Sales goals for sales volume is determined with respect to each product line . Sales targets can be determined in terms of the amount of sales or units sold . These goals can be in terms of sales, customer types and time periods are also divided. In addition, the objectives must constantly assess, control , and modify them as necessary to the sale , Svdkafy be achieved .
Sales Manager as part of their time to address the following offers.
1 ) Selection and recruitment needed to complete the sales force
2 ) To provide facilities for adequate training for your sales force
3 ) ensure that the policies and programs for sales staff salary provoke sales.
4 ) evaluation of the performance of the sales force often
Below each task separately to sales managers in the field of sales management process has been studied .
• Planning
Sales managers should initially planned to sell its operations to pay.
The importance of planning means thinking ahead and anticipating possible solutions for the future. One of the great levers of sales planning, sales managers can be used to develop a detailed budget, selling and distribution costs and sales quotas established to determine the areas of sales and selling are. Budgeting should be sold for sales managers to forecast their sales .
Originally anticipated and budgeted sales basis for all operational planning to form a company
• Organize
If organized properly done, the planning process is carefully done and the company 's goals and objectives , including sales is particularly marked .
When well- designed sales structure , reporting lines and working relationships , responsibilities and authority , delegation , and control methods will be outlined . The sum of these factors leads to the sales team has worked together well and effectively move towards the company's goals .
• Manpower supply
Sales staffing needs and service operations that the computer can not make it without a man . If the sale is set to take place in an appropriate manner , primarily the ability , knowledge , skills and employment in the sales effort is important .
Sales Manager for the supply of required manpower planning needs through its expertise required to effectively select
One of the main issues in manpower planning , manpower training issue . Sales managers with different training courses try to identify vendors of the Company's products , goals and objectives , customers and increase sales practices .
• conduct
Another task of the sales manager , administration and management of the sales force . He should be selected for the post of sales department in a way that directs the appropriate manner to realize the company 's expectations .
Sales managers typically allocate sales territories and sales quotas sellers can conduct their sales operation process .
Selling the following geographic areas assigned to the dealer for sales activities . Sales quotas is to allocate a portion of the sale of the entire company as a vendor or a specific area .
• Control
Control means compares the results are inconsistent with the expected results and investigate the causes .
Sales Management Process
Generally the sales management process consists of five steps as follows:
1 - Define and create a database to gather data on sales
In this step, the study of the company's sales data , database definition is created. All necessary information is collected on this site .
2 - Data analysis and obtain various trends
At this stage of the analysis on sales data are obtained from different processes . In this step, the various statistical techniques used to analyze the data .
3 - Forecasting future sales based on past trends
Here , based on previous trends , estimated future sales . Marketing objectives of the company are involved in determining this amount .
4 - Set sales quotas and territories
5 - Determine the number of vendors and sales agents
In the final stage of vendors and sales agents based on sales quotas are set