Please enable JavaScript.
Coggle requires JavaScript to display documents.
Sales Function (Functions of Sales Management (Training (Planning of the…
Sales Function
Sales Promotion
Offers incentives to consumer in effort to further sales
BOGOF
Coupons
Sampling
Loyalty Cards
Direct Mail
Benefits
Advantageous in short term
Potential to increase market penetration quickly
Appeal to price-sensitive consumers
Initiative undertaken by a marketer to further sales
Limitations
Customers may be suspicious about quality (why so cheap?)
Can undermine the development of brand loyalty
May damage brand perception (long term)
Functions of Sales Management
Training
(Planning of the development of the members of sales team. What needs to be taught, where and by whom?)
Motivation
(The manager must understand motivational forces and importance of each to his team members. Includes financial rewards, recognition and work-life balance)
Recruitment *
(The selection of good people)*
Control
(Compering actual performance with pre-set standards, taking action if there is a significant variance)
Organisation
(Organising workloads at each level and suggesting ways of grouping people so they can be managed well)
Monitoring
(Ensuring that all the above is being carried out to plan)
Planning
(Setting and determining how to achieve objectives, organise sales force, implement strategy, evaluate success)
Selling
Relationship orientated approach
Characteristics of modern selling
Customer relationship management
Marketing the product
Customer retention
Knowledge/database management
Satisfying the needs and adding value
Transactional Approach