Table of Contents Sales Management Overview

• An Overview of Sales Management
• Is Sales Management like other management?
• What makes it different from any other kind of management?
• The External Environment faced by the Sales Manager
  • Legal restrictions
  • Technology
  • Social issues
  • Selling and Greatest good?
  • Ethical issues
• Company Internal Environment
  • Mission/ Goals/ Objectives
  • People in the company
  • Financial resources
  • Production capability and technology
  • Research and Development Capability
• Where does sales management fit into corporate strategy?
• Strategic issues in Sales management: Sales force organization
• Sales Planning -- Demand forecasting
• Sales Planning -- Budgets and Quotas
• Tactical issues in Sales management
• Motivating the sales force The Real Job of the Manager
• Evaluating a sales person's performace
• Outcome of the Sales Management Process
• Control of the Personal Selling System
• Summary of Sales Management