• Home
  • Finance
    • Financial Management
    • Strategic Management
    • Investment Analysis and Portfolio Management
    • Project Management
    • Islamic Banking & Finance
    • Auditing
  • Marketing
    • Principle of Marketing
    • Marketing Management
    • International Marketing
    • Advertising & Promotion
    • Commercial Challenges
  • HRM
    • Human Resource Management
    • Principles of Management
    • Training & Development
    • Employee Performance Management
  • Others
    • Introduction to Business
    • Business Communication
    • Banking & Finance
    • Entrepreneurship
    • Economics
  • Personal Skills
  • Tips & Tricks
  • About Us
    • Contact US

Business Study Notes

B.Com, M.Com. BBA & MBA Exam Study Online

  • Home
  • Finance
    • Financial Management
    • Strategic Management
    • Investment Analysis and Portfolio Management
    • Project Management
    • Islamic Banking & Finance
    • Auditing
  • Marketing
    • Principle of Marketing
    • Marketing Management
    • International Marketing
    • Advertising & Promotion
    • Commercial Challenges
  • HRM
    • Human Resource Management
    • Principles of Management
    • Training & Development
    • Employee Performance Management
  • Others
    • Introduction to Business
    • Business Communication
    • Banking & Finance
    • Entrepreneurship
    • Economics
  • Personal Skills
  • Tips & Tricks
  • About Us
    • Contact US
Home » What are the Elements and Functions of Sales Force Management?

What are the Elements and Functions of Sales Force Management?

By Richard Daniels Reading Time: 4 mins
Updated August 8, 2020

Salesforce management is the soul of the company. Establishing a world recognized brand does not only require marketing and advertise efforts, but it also requires the sales representatives or in simple words sales force along with all other promotional activities.

Firms are now investing considerable funds, time, and expertise to rain the sales force. In order to compete in the market and getting brand recognition; a quality product needs a quality sales force. The SalesForce is the FACE of the Brand or the Product.

Sales Force Management

A very important aspect of marketing that yields business is the efficient and effective use of sales force management and companies are always looking for better ways to complete this task. Managing Customer relations effectively needs a well-trained SalesForce, which is also known as sales force management.

The Companies are now spending a considerable marketing budget on Customer Relation Management CRM and SalesForce Management Systems. Some firms are opting for Automated Sales Force Management System. The Sale Force is responsible for all the contacts that are made with the end-users, keeps a record of all the data, and tracks down the customers to generate sales.

Elements of Sales Force Management

  1. Lead Generation: The Sales Representatives generate the sales lead and then track the potential user by gathering the data and customer-related info like phone numbers, tastes, and buying patterns.
  1. Sales Forecasting: Predicting the company future sales based upon the previous sales for a particular period of time; is the sales forecasting process. Sales Forecasting is done for the next tax year or the fiscal year (or for a period of time in the near future). This enables the company to take important business decisions regarding production, distribution, advertising budgets.
  1. Order Management: The sales Force Manages and streamlines product orders efficiently. A well-executed Order Management System or OMS results in Sales Boost, Improved Customer retention, and Better Consumer Relations. Order Management System is quite a hefty term for a simple concept; delivering Goods and products without or minimum delay is order management.
  1. Product Knowledge: The basic element for closing a deal or making a successful sale is having the complete knowledge of the product. To win the customer trust is of utmost importance for the Sales representative. In order to convince the buyer to spend the money on the product, the Sales team must have the complete know-how of the Product and its benefits.

SalesForce Management is also responsible for selecting, recruiting, training, supervising, controlling, and managing the sales teams or Sales personnel.

Functions of Sales of Force Management

Salesforce management plays an integral role in the success of the marketing plan. Executing the marketing strategy successfully requires efficient and well-trained Sale Representatives. Salesforce management performs the following functions.

1. Recruitment

An essential part of the effective sales force management is recruitment. Over the decades’ companies have designed advance selection programs and procedures to test the behavioral, Managerial, and Personality Skill and expertise are identified. Some companies have developed research methods or execute surveys to look for the preferences and demands of the customers for the selection of the Sales team.

2. Training and Supervision

The crux of building a well-trained and effective sales force is Sale force Training Programs. In order to beat the market completion and become a market leader Trained Workforce is required. Efficient Training during the product life cycle can build a strong Sale Force.

Supervising the sales Team will keep the morale of the salespeople high and put the sales team in the right direction to manage the customers. The better the results are achieved the Sale team if provided better supervision. The efficiently managed sales teams perform tasks effectively and meet the sales goals.

3. Motivation and Incentives

The Data and Market Research suggest that a Motivated SalesForce is more target oriented, Goal Achievers, and Result Producers. To drive up and boost the morale of the Sales employees the Motivation plays an integral role. Compensations, Incentives, Sale Shares, Quotas are motivational elements for the WorkForce.

4. Sale Force Evaluation

Evaluating the Sale Results, Product Numbers and Profit Reports is the key to the successful Sale Force Management System.

5. Behavioral Aspects

The fast-paced business world the buying and selling has no longer remained transaction marketing; it’s about building strong ties with the customers. Companies now focus on relationship marketing. The Sale force management must be equipped with all techniques and arts to build long term relationships to make a successful Sale. The Art of Negotiation is the key element of closing the deal.

Basic Objective of Sales Force Management

A customer identifies the Brand or product by the Sales Representatives. Sale Force Management is the primary link between the Product offered by the Company and the end consumer that will buy the product. Over a decade the firms have a single goal of earning profit and making sales.

The Sales Team was recruited to search for the present and potential customers and to make the sale. The Soul purpose was to sell a product. Now with the advancements in the market; the user is becoming more and more informed the companies cannot focus on the sole purpose of earning profit.

It about winning a customer that will not only ensure current sales but also ensures future business or profit for the company. Therefore, the sales Teams are now better trained as closing the deal requires effective communication, good negotiation skills, and product knowledge.

The Salesforce management gathers info regarding market completion, new trends, and Changing Consumer demands. The sales representatives are the Eye and Ears of any business organization and can really matter a lot in the success and failure of the product.

Author at Business Study Notes
Richard DanielsAuthor at Business Study Notes

Hello everyone! This is Richard Daniels, a full-time passionate researcher & blogger. He holds a Ph.D. degree in Economics. He loves to write about economics, e-commerce, and business-related topics for students to assist them in their studies. That's the sole purpose of Business Study Notes.
Love my efforts? Don't forget to share this blog.

Related Posts:

  • Communication Strategies Definition | Types of Communication…
    Communication Strategies Definition | Types of Communication Strategies
  • Investment Funds Definition | Types of Free Investment Funds
    Investment Funds Definition | Types of Free Investment Funds
  • What is the Process of Motivation? Explain in detail
    What is the Process of Motivation? Explain in detail
  • How to Calculate Slack Time? Slack Time Formula Explained…
    How to Calculate Slack Time? Slack Time Formula Explained with Example
  • Warehousing Definition, Advantages, Functions, Roles and…
    Warehousing Definition, Advantages, Functions, Roles and Types in Detail

Filed Under: Marketing, Marketing Management Tagged With: importance of sales force management

Related Posts

System-Views-of-Management-image

System Views of Management

System Views System views of management associates with the Management division of the organization and it assumes that all of the organizations are … [Read More...]

Leadership Theories

Situational Leadership Theories

Situational Leadership Theories Situational model of leadership is a factor that emphasizes the behavior of the leaders regarding different situations. … [Read More...]

Behavioral Leadership Model

Behavioral Leadership Model

Leadership  Leadership is the most critical and complex responsibility across any organization. It is because the leadership requires to be realistic, … [Read More...]

career development process in hrm

Career Development Process

Career Development Process Today's career development process has become a threat for students, especially a question that may stun many students who have … [Read More...]

Strategic leadership

Strategic Leadership Model

Strategic Leadership Model The strategic leadership model is basically the study of the leadership style. It describes the ways of modernizing an … [Read More...]

Types of Managerial Decision Making

Types of Managerial Decision Making

Managerial Decision Making Decision Making is an art of selection of one feasible alternative decision from many. Therefore types of managerial decision … [Read More...]

Quantitative-management-approach

Quantitative Management Approach

Quantitative Management Approach The quantitative management approach is used to enhance decision making power by using quantitative tools. As well as … [Read More...]

Effective-business-messages-image

Effective Business Messages

Effective Business Messages The process through which business messages are effectively prepared that have the potential to create desired results from … [Read More...]

Search the Site

ADVERTISEMENT

Business Study Notes

Business Study Notes is all about business studies or business education. Visit us to find here free business notes of all the subjects of B.com, M.com, BBA & MBA online.

Disclaimer

All the images and videos present on the Business Study Notes are not owned by us, if you found anything under copyrights, please Contact Us, we will remove it ASAP.

Categories

© Copyright 2023 Business Study Notes. All rights reserved. Privacy Policy, Sitemap.  
DMCA
PROTECTED