Sales Management Process

Every company exists to sell some kind of product or service to make profits. That is how our system of capitalism works. Sales management process is the most important of all managerial processes that sustain a business. This article describes the steps involved in a sales management process.

What is Sales Management Process?

A sales management process includes all the aspects, resources and procedures involved in selling. The sales management process begins where the manufacturing process ends. It involves every transaction from the deployment of product from assembly line to its delivery to the customer and its followup service. It also involves reverse feedback from the customers to the company with a purpose of making the product better and of course increase revenue!

Steps in Sales Management Process

Every on the efficient execution of tasks at every level. Let us see the various steps involved in a generic managerial process is a chain of tasks dependent on human resources for its completion. The success of the whole process in the form of increased sales revenue and profits depends sales management process, irrespective of the product or service being sold. Sales Management Process

Step 1: Sales Training

This step is reached after one is through with the initial field testing of the product, where it has been sold in limited amount in select localities, to test its response. Necessary improvements have been made according to field test feedback and now the product is ready to be sold along with a full fledged marketing campaign ready to boost sales. The important task that remains is training the sales representatives about the product. They are educated about all the pros and cons associated with the product and taught what to say and what not to say when selling the product. They are given sales goals for a month and assigned to different regional sales divisions. An important part of their sales training is learning selling techniques through various distribution channels.

Sales Management Process Step 2:

Sales Plan ExecutionThis is the execution part of various sales management strategies which are used. It involves various modes of selling which are coupled with marketing campaigns for the product sale. This is the toughest part of the whole process and it's all up to the sales representatives and sales managers to make the sales happen. It all depends upon the salesmanship talents of the people who actually interact with end customers. It involves taking in product inquiries from potential customers, following them all up with personal calls or visits and ultimately closing the deals. The ratio of sales inquiries to closed deals or sales is called the 'Conversion Rate'. More the conversion rate, more is the probability of the sales team actually meeting targets. Sales Management

Process Step 3: Feedback and Analysis

This step involves review and feedback of the sales performance. Sales force management has a huge impact on the sales performance. The sales targets if achieved are applauded while sales targets which fall short are examined. Both cases are explored and the data for this evaluation is retrieved from sales representatives and studied by sales managers. The reason for low sales is examined right from shortcomings in the product or incompetence on the part of sales representatives. The feedback is used to make changes in sales management techniques.

posted by Abd ur Rehman