WorksheetsProfessional Salesmanship: Week 1
Total questions: 10
Worksheet time: 12mins
During this time, it is were the organizations generally small in scale, and the production capacity was limited. Also, selling was a relatively a straightforward process and the owner are the one who handling sales. In addition, he or she focus on doing manufacturing goods.
Post-Industrial
Industrial
Pre-Industrial
American War
In this time marked a dramatic shift in doing business. Mass production required businesses to think beyond local markets. They also need to find ways to sell their products on a larger scale. It is also the time wherein it laid as the foundation for modern commerce.
Post-Industrial
It is where the concept of specialized functions in the departments was introduce. It includes the manufacturing and finance departments.
Functional Organization or Departments
In essence, the evolution of sales management has three important functions and these are?
Focused, Evolved, Labelled
Involves planning, directing, and controlling the tasks related to personal selling i.e., recruiting, selecting, equipping, assigning, supervising, paying, and motivating the salesforce.
Why sales coordination matters?
It enhances efficiency, minimizes conflicts, and maximizes profitability.
The objectives of Sales Management plays a vital role in contributing profitability, balancing revenue generation with cost contol and involving effective pricing strategies and promoting efficient resource allocation.
Growth
Sales Volume
Contribution to profits
The Four Major Functions of a Sales Managers are:
Selecting, Motivating, Training, Controlling
Effective communication is pivotal within sales team and with other departments.
Sales Management manages the salesforce personnel.
Organizes the selling effort and establishes suitable organizational structures.
Establishes communication systems.
Interfaces with Distribution channels and external stakeholders.
Many believed that marketing would replace the need for sales, but this was proven wrong.
(a)
