organizing function collects and coordinates all the necessary factors of the business. Remember, working as a sales manager is not the top position in the company, and you will have to present reports and justify decisions to people higher in the chain than you. Not everything can be determined by administering personality tests. The first is the person-management, making sure everyone knows what they are doing and what is expected of them. Learn the function, tips, resources, and more! At any given time, there could be a large number of potential customers working their way through your company’s sales process. Good sales people have something in common with entrepreneurs; both categories are notoriously diverse. An alternate approach is to divide regions by existing and potential customer base. It’s using the information at your disposal to find the reasons that things happen and using that information to your advantage to get the best out of your sales team. The actual functions of sales management include overseeing what the sales team is doing, making plans and setting targets. Man, machine, materials, and money are essential factors for any business. This person is responsible for making sure the team is working in sync to achieve the targeted goals and meeting their responsibilities. An in-depth analysis of these and related influences will help the manager to determine true performance based on profits. It seems like it should just be taking care of sales and making sure the customer is happy, but in fact, it is a lot more than that. Implementation of the plan will have different emphases depending on whether the operation is up and running or required to be built or rebuilt. Jatin Vaid 5 6. Five Functions of business Organization 1. Good sales managers recognize that salespeople have needs other than the basic ones satisfied by money. Organizing Function: One of the main functions of a business is organizing function. (ii) Increasing the production of existing products. Of course, previous performance does not al… The primary focus of sales managers should be to maximize profit for the team a while delivering … Register now For use in future goal-setting and planning efforts, the manager may also evaluate sales trends by different factors, such as product line, volume, territory, and market. (i) Sales research and planning The manager may seek candidates through advertising, college recruiting, company sources, and employment agencies. By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you’ll be able to calculate the most sensible and achievable target for individuals and the team as a whole. ), so that a salesperson may achieve both through the same means. Goal setting is usually based on a company's overall sales goals, modified by the mix of products to be moved. In addition, a to-do list or diary should be used to make sure each team member does what is needed at the right time. Sales management refers to the administration of the personal selling a company's product line(s). The sales-management objectives of a business firm, generally relate to the areas of (i) achieving sufficient The fundamental role of the sales manager is to develop and administer a selling program that effectively contributes to the organization's goals. The sales manager for a small business would likely decide how many salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers. Sales management is just one facet of a company's overall marketing mix, which encompasses strategies related to the "four Ps": products, pricing, promotion, and … A sales manager is responsible for many functions, including creating effective plans to meet company goals, selecting and managing a sales team, and, of course, troubleshooting. In a small business, these various functions may be performed by the owner or by the sales manager. But, indeed, in all areas of sales, managers rely a great deal on their experience of sales to find people who have the special knack. Sales forecasting : While this is a function that often overlaps with marketing, sales managers do have a key contribution to make to the forecasting and planning process, notably in relation to sales volume and value estimates, in establishing distribution and display objectives, and in setting budgets for a sales organization that can achieve its objectives. 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