Podcast
Questions and Answers
What is the primary function of a company’s salesforce?
What is the primary function of a company’s salesforce?
Which of the following is a responsibility of a Sales Manager?
Which of the following is a responsibility of a Sales Manager?
What does Sales Management involve?
What does Sales Management involve?
What is Personal Selling?
What is Personal Selling?
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Which element is NOT a part of Sales Management?
Which element is NOT a part of Sales Management?
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What is the role of a Sales Manager in interacting with sales representatives?
What is the role of a Sales Manager in interacting with sales representatives?
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Which of the following is an objective of Sales Management?
Which of the following is an objective of Sales Management?
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What are the benefits of selling activities for business firms?
What are the benefits of selling activities for business firms?
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'Revenue generation' is an objective of Sales Management mainly aimed at:
'Revenue generation' is an objective of Sales Management mainly aimed at:
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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
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Description
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.
