Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function.
==Sales Management Process== The four phase-model of manegement process is one of many useful frameworks for planning the sales process. It includes:
- Conception – What will be offered?
- Planning – How?
- Execution – When and at what pace and scale?
- Control – How will feedback and contingencies be acted upon?
- Feedback – How we have to integrate and reply back activity to activity?
This model is cyclical, so it is a constant/continuous process.
Sales Management, however, is concerned with the process of encouraging customers to exchange their funds for your services or goods. By contrast, might concern itself with expanding opportunities for installing more processes in more places and expanding or creating new sales channels. For example, a firm might have "walk-in customers." Sales management would concern itself with the customer experience, the sales dialog ("whats in it for me," suggestive selling, up-selling, positioning statements, consultative sales), and ultimately closing the sale. This organization's marketing department, on the other hand, would be concerned with developing sales channels other than "walk-in" customers or increasing the volume. For example, out-bound telephonic out-reach might be a viable additional sales channel. Sales management, in turn would be tasked with developing this channel's compensation plan, customer experience, sales dialog, and closing. Developing a sales management process for the 'walk-in customer sales process' might be very different from the 'out-bound telephonic sales management process.'
by : wikipedia
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