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BHAKTI
1. SUBJECT : SALES MANAGEMENT
MADE BY : BHAKTI BHARDWAJ
COURSE : BBA 4TH SEMESTER
SECTION : B
ROLL NO. 9347566
2. Sales management is a business discipline
which is focused on the practical application
of sales techniques and the management of
a firm's sales operations. It is an important
business function as net sales through the
sale of products and services and resulting
profit drive most commercial business.
4. Innovation in the processing and transformation of
the information have increased the capabilities of
both the sales force and consumers. Today
consumers can collect information of product and
services, compare prices by different suppliers and
place orders through the internet.
In order to compete successfully, sales department
must adopt the latest technology.
These technological innovation helps to increase
the efficiency and reduce the cost of sales efforts.
5. The company faces competition not only
from domestic companies but also from the
companies abroad, sales management must
meet foreign competition. They must also
improve personal selling efforts in other
countries. Companies selling goods and
services in the global market, faces new
challenges due to differences in culture,
languages, lifestyle etc. Sales mangers must
develop a global perspective.
6. It is the outcome of the combination of relationship marketing &
information technology. Relationship marketing seems to build long-term
& mutually satisfying relationships with the key customers, distributors &
suppliers. Information technology enables a company to provide excellent
customer service, by meeting the individual needs of each customer.
Creating new customers is more costly as compare to retaining them. The
challenge before sales management is to identify the market segments who
will respond to CRM.
7. Sales Force is becoming more and more
diverse in terms of age , caste, religion,
nationality and other demographic
characteristics. Today , the sales people are
better educated and the needs and the
expectations of a diverse sales force is
different.
8. E-selling is known as electronic commerce which
means buying and selling online by using internet. A
lot of companies are beginning to sell product and
services online. E-commerce are the part of e –
marketing where promotion and selling are done
through the internet. It enables the co. To build
relationships with the target audience.
9. In the recent years most of the companies have started
using a team selling approach, the purpose is to build long
– term and mutually beneficial relationship with the
customers having high sales and profits potential. This
approach is also used to see complex products services
to the prospective customer. The selling team usually
consist of a similar executive technical experts, sales
person and a sales representative. It is a challenging task
to design and effective compensation plan for the selling
team.
10. SOME NEW EMERGING TRENDS :-
Good knight made a technological
updating from coil to fast card which
promises of fast mosquito killing and
low smoke and cost.
Revolutionary change in automotive
industry of changing the old gear shift
to auto shift now there is no need to
change gear according to speed car will
do itself it promises less breakage of
clutch plate and break shoe and a
comfort full drive.
