Sales Management

Sales management involves the, planning, analysis, and implementation and be in charge of sales force activities. Advertising include one-way, non-personal communication along target customer groups whereas the personal selling include two-way, personal communication between salespeople and specific consumers. Personal selling may be more effective than advertising in more complicated selling situations.  The role of personal selling varies from company to company. Some of the firms have no salespeople at all. The sales force serves like a critical link among a company and its customers. The salesperson may represent buyer and seller both for example

1.   Represent customers to the company.
2.   Represent the company to the customer.

Salespeople are becoming more customer-oriented and market-focused.

1. The old opinion was that salespeople should be concerned with the companyand the sales should be concerned with profit.
2. The new opinion is that salespeople should be concerned with more than only producing sales-they have to know how to produce company profit andcustomer satisfaction.

Personal selling is performed by person-to-person dialogue betweenthe seller and prospective buyer through directly human contact for matching manufacture to needs. It involves developing relationships between the seller and buyer to find the needs of the customers/buyers and the benefits of the products that may satisfy the needs of customer may be communicated to customer.