9 Questions
What is the primary function of a company’s salesforce?
Interacting with the customers
Which of the following is a responsibility of a Sales Manager?
Determining sales goals
What does Sales Management involve?
Directing sales operations
What is Personal Selling?
Personal contact with buyers for making a sale
Which element is NOT a part of Sales Management?
Researching
What is the role of a Sales Manager in interacting with sales representatives?
Mentoring and training them
Which of the following is an objective of Sales Management?
Achieving sustained profits
What are the benefits of selling activities for business firms?
Benefits to their sales persons and customers
'Revenue generation' is an objective of Sales Management mainly aimed at:
Growing the organization financially
Study Notes
What is a Sale?
- A sale is the process that a business undertakes to sell its products and services.
What are Sales?
- Sales refer to all the activities undertaken to close a sale and obtain a signed agreement or contract.
What is Personal Selling?
- Personal selling involves personal contact with one or more buyers to make a sale.
What is a Company's Salesforce?
- A company's salesforce consists of employees responsible for selling products and services, with their primary function being interaction with customers.
What is Sales Management?
- Sales management is the process of planning, organizing, directing, staffing, and controlling sales operations to achieve a firm's objectives through subordinates.
Benefits of Selling Activities
- Benefits to society
- Benefits to consumers
- Benefits to business firms, their salespersons, and customers
Elements of Sales Management
- Planning
- Coordination
- Controlling
- Motivating
Objectives of Sales Management
- Revenue generation
- Increasing sales volume
- Sustained profits
- Organization growth
- Market leadership
- Converting prospects to customers
- Motivating the salesforce
- Complementing marketing activities
Who is a Sales Manager?
- A sales manager leads and supervises sales executives and runs the day-to-day sales activities of a business.
Responsibilities of a Sales Manager
- Mentoring and training sales agents/representatives
- Determining sales goals
- Overseeing sales strategy
- Supervising sales process
Test your knowledge on the basics of sales, including what is a sale, sales process, personal selling, and the role of a company's salesforce.
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