Fri. Jun 2nd, 2023

sales Planning management

For successful sales management the following planning levels are important

(1) Top Level Policy Planning, which establishes a framework of policy within which the sales objectives of a com­pany or institution may be achieved, depending on an individual company’s particular situation,

(2) Line and Staff Operational Plan­ning, through which procedures are established in advance, against which the quality and quantity of work may be controlled,

(3) Organization, the setting up of a structure of responsibilities and normal interrelations—charting the organization, assigning responsibility, delegating authority, tracing accountability, and clarifying the character of collaboration, and

(4) Administration, by which management meets planned objectives through guidance and evaluation of activity, including Sales Training, Motivation, Coordination, and Execution.

Sales management methods are conditioned by the nature of individual products or product lines, and by the channels through which selling moves. Quite dissimilar problems develop in the sale of industrial and consumer goods, for instance, and within each field there are many variations depending upon whether sales are made to consumers or middlemen. There is also a wide variety in personal preference among sales managers with regard to methods and techniques of organization, motivation and plan­ning.


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