Features of the sales management

Question

What are the key features of the sales management? Briefly describe it.

Answer 1

The key features of sales management are as follows:

i) Deciding the sales territory: This assigns the sales quota for the individual sales executive and defines his boundary within which he is to work. Thus the conflict among two sales executive is as well avoided.

ii) Finding out the size of sales force: This mainly depends on the size of the target market. Accordingly the actions which the sales executive has to execute are listed out and the time taken for these activities is as well estimated. The number of calls which he might have to make at a certain point of time is as well analyzed. Ultimately the number of sales force is decided upon.