September 16, 2014

Objectives of Sales Management

Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives

  1. Sales Volume
  2. Contribution to profits
  3. Continuous Growth

The sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner which meets customers expectations and does not break it. Thus sales management involves a strong interaction between Sales, marketing and Top management.

Sales Management and financial results

Financial Results are another objective of sales management and are closely related and therefore sales management has financial implications as well.

Sales – Cost of Sales = Gross Profit

Gross Margin – Expenses = Net profit.

Thus the variation in Sales will directly affect the Net profit of a company. Hence maintaining and managing sales is important to keep the product / service / organization financially viable.

The Objectives of sales are therefore decided on the basis of where the organization stands and where it wants to reach. It is a collaborated effort from the top management along with the marketing managers and sales managers to provide with a targeted estimate.

Hitesh Bhasin

Hitesh Bhasin

Admin at Marketing91
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Hitesh Bhasin
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Comments

  1. 1 . How to increase sales volume?
    2 . As a sales manager how to contribution to profit?
    3 . As a sales manager how to continuing growth?

  2. Hitesh Bhasin says:

    1) Increasing sales volume depends a lot on your promotional activities as well as optimizing your sales process by having the right PEOPLE in sales. The product quality to matters. Thus increasing sales volume is pretty subjective.
    2) Contribution to profit can be increased if you cut down on discounts, take care of logistics and other expenses as well as overall profitability. In essence – Break down the expenses and sell with good margin.
    3) Your 2nd question answers your third. Continuous growth can be obtained only by continuous profits :) Thus keep a watch on profitability and growth will follow.

  3. Sunita Ghalsasi says:

    I need some notes on the topic Sales Research and sales forecasting methods

  4. very good material.. thank you

  5. azieyana says:

    Hi there,

    Now am working as a sales manager. this is very new for me and previously my background was town and regional planing which is more exposed to planing and creativity on ground. this is very tough challenge for me but still i have to prove i can do. now, am really need to know what are the right methods or pamphlets for the sales tracking performance if i need to monitor closely on my sales persons performance? for your information am take the responsibility to derive my company sales persons nationwide (all of them are Branch Manager boss). am focusing on Retail Deposit Sales Performance.

    Kindly need you to share the tips. TQ