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Intership Report

The document discusses the importance of sales management in effectively planning and executing an organization's sales performance, which is crucial for revenue generation. It outlines three key aspects of sales management: sales operations, sales strategy, and sales analysis, emphasizing their roles in achieving sales objectives. Additionally, it highlights the interconnectedness of sales and marketing functions in meeting customer needs and driving business success.

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bahetinikhil234
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28 views2 pages

Intership Report

The document discusses the importance of sales management in effectively planning and executing an organization's sales performance, which is crucial for revenue generation. It outlines three key aspects of sales management: sales operations, sales strategy, and sales analysis, emphasizing their roles in achieving sales objectives. Additionally, it highlights the interconnectedness of sales and marketing functions in meeting customer needs and driving business success.

Uploaded by

bahetinikhil234
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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INTRODUCTION

SALES AND MARKETING


Marketing and sales management deal with an understanding of customer ne It includes the
response to them through the development, production, and sale of goods and services and
the impact on customers' needs following the start purposes of the organization.

What is sales management?


Sales management is the management of activities and processes relating to effectively
planning, coordinating, implementing, controlling, and evaluating an organization’s sales
performance. Sales management is a core business process in most organizations. Sales
managers and those in related roles support a company's revenue generation and profits.
Sales management is the process of leading, motivating, and influencing people to achieve
sales objectives. The sales manager manages the entire sales cycle, including forecasting and
budgeting sales revenue, recruitment, selection of sales personnel, and ensuring everyone
receives proper training and performance evaluations.
Effective sales management requires a thorough understanding of the sales process and how
you can employ different techniques to drive sales. By carefully analyzing key performance
indicators (KPIs), optimising your selling approach, and enhancing your team with the right
competencies and tools to succeed, you can turn your sales department into a profit-
generating department.
The process of evolving a sales force, synchronizing sales operations, and executing sales
techniques that assist a business to consistently achieve its sales targets is called sales
management. Precise sales management processes are essential when it comes to boosting
sales performance for any size of the operation or any industry. the sales management process
can be the difference between surviving and flourishing in an increasingly competitive
marketplace.
There are three aspects of sales management within the sales process:
1)Sales Operations which involve building the sales team. Salespeople need to be great at
selling the company's product. Set targets, assign territories, establish goals and counsel them
throughout the process.
2)Sales Strategy entails defining the sales process. A sales cycle is an essential part of every
business. It is a series of tasks that help a company's product reach its users. Therefore,
having a sales pipeline, or sales funnel, will make that easier to complete these tasks. With
the standard sales funnel the number of deals funnel, the average size of a deal in the funnel,
closure ratio, sales velocity, can be measured.
3)Sales Analysis or reporting is what enables an assessment of the current efforts vis-a-vis
the targets. It involves sales metrics or quantifiable indicators that help measure each aspect
of sales operations.
The Sales and Marketing departments in the organization are quintessentially linked. While
the marketing function of an organization positions itself to establish the needs of the actual
and prospective customers and also the most important task of product promotion, the sales
department engages in active selling of the company's products to customers.

Aspects of Sales Management


Sales Management relates to the process of constituting a marketing team, coordinating sales
activities, and implementing sales techniques. The basic goal of sales management is to assist
businesses to achieve their sales goals.

Objectives of Sales Management


A sales manager's responsibility is to set long-term goals and objectives for their team. By
understanding how sales objectives fit into the organization, you'll better understand the big
picture and can communicate better with senior management. Some of the main goals of sales
management include:
Increased sales volume
Sustained profits
Sales department growth
Market leadership
Prospect conversions
Motivating the sales force
Enhancement of sales and profit

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