Sales Management Functions

Development of the
Sales Performing Sales Organization The Product The Market Business
I. Personal
hoyelada
Directions I. Market Research
II. I. Development I. Advertising

i. Understanding a. Testing and (Unless there is a (Unless there is a

policies a. Selection Studying Uses, separate separate
ii. Formulating b. Training Design, Colour & Department) Department)
Plans c. Remuneration Style a. Present Market a. Appropriation
iii. Methods Of d. Motivation & b. Suggesting Conditions Budget
Implementing Morale Standardization b. Market Trends
e. Employment b. Brand
plans and c. Extra Efforts for c. Market establishment
policies Conditions New Products Potentials
c. Campaigns
iv. Evaluation d. Suggesting d. Market
v. Innovation Modification Coverage d. Media
(A Continuous II. Sales Direction e. Obsolescence e. Profitable & e. Use of
Process) f. Packing Unprofitable Advertising
Market Agents
a. Territories f. Market
III. Sales Control II. Price, Terms &
Allocation Acceptance of
b. Routing out the
Conditions II. Promotions
Product
Areas g. Buying Habits
a. Forecasting
c. Changing out Preference
b. Budgetary a. The price
the various lines to h. New Markets a. Displays
Control Structure
be handled by b. Trade
c. Coat of b. Offer or
salesman Shows &
Distribution
d. Fixing Quotas Quotations II. Competitors
d. Selling Production Exhibitions
e. Accounts c. Selling Terms
Performance Of v d. Trade
c. Missionary
Allocation
f. Maintenance Work
f. Correspondence Discounts,
of Records and a. Problems of d. Sales
g. Office Cash Discounts
Statistics
Supervision e. Credit System the industries Campaign
Information f. Collection b. Trade e. Contests
h. Salesmen’s
g. Control System association f. Dealer Helps
Report
Reports g. Selling under activities g. House
i. Execution of
orders Hire Purchase c. Methods & Organ &
j. Sales manuals Instalment other details Bulletins
and Bulletins about h. Sales kits &
k. Conferences & competitor samples
Meetings products i.
IV. Co-Operation l. Conventions
j. Premiums
m. Self III. Physical
Experience III. Distribution k. Leads for
Handling Salesmen
Exchanged

a. Channels &
a. Proper
a. In sales outlets IV. Relations with
Warehousing
Department Facilities
b. locations, Customers
b.. With General b. Transporting size and
Management products number of
c .With other c. Inventory distributors
Departments c. Relative
Profitability a. Service
d. Agreement b. Dealing with
with complaints
Distributors c. Good Will