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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.
Sales targets may also be for sales activities, such as number of calls per day. Management usually sets the sales targets and the sales territory. The time span could be set for the day, week, month, fiscal quarter or year. In some businesses, staff pay includes earn a bonus that a member of staff may earn for reaching a specific sales target. [3]
The purpose of sales force effectiveness is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople."
Staff and line are names given to different types of functions in organizations. A line function is one that directly advances an organization in its core work. [1] This always includes production and sales, and sometimes marketing. [2] A staff function supports the organization with specialized advisory and support functions. [3]
Sales broker, seller agency, seller agent, seller representative: This is a traditional role where the salesman represents a person or company on the selling end of a deal. Sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume.
[4] APICS defines S&OP as the "function of setting the overall level of manufacturing output (production plan) and other activities to best satisfy the current planned levels of sales (sales plan and/or forecasts), while meeting general business objectives of profitability, productivity, competitive customer lead times, etc., as expressed in ...
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Staff management is the management of subordinates in an organization. Often, large organizations have many of these functions performed by a specialist department, such as personnel or human resources , but all line managers are still required to supervise and administer the activities and ensure the well-being of the staff that report to them.