SALES MANAGEMENT

Sales Management

The AMA defines sales management as ‘the planning, direction and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the sales force.’ It is the business discipline which is based on the practical application of sales techniques and the management of a firm’s sales operations. It is an important aspect of business as it generates revenue for the firm and leads it to profits and future growth.

The sales management model is given below. It is how any sales department of an organization functions.

Sales management can involve any of the following activities:

(1) formulation of sales strategy,sales force compensation policies, sales revenue forecasts, and sales plan,
(2) implementation of sales strategy through selecting, training, motivating, and supporting the sales force, setting sales revenue targets 
(3) sales force management through development and implementation of sales performance, monitoring, and evaluation methods, and analysis of associated behavioral patterns and costs.

In case of 5 Star ,the sales management team should be aware of the competition and should do everything possible to promote the product in order to make it a market leader or help in retaining the position .The  price is more or less same when compared to competitors and hence extra efforts need to be put in order to persuade the customers. The benefit that 5 star has over its competitors is that it offers variety in flavors. Cadbury has always had good presentation,demonstration and high brand recall, so it was always successful in promoting 5 Star.