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Selling strategies have two dimensions – what type of salesforce is needed and how many of salespeople are needed.

Objectives of sales force management are achieved through strategies. Sales Force Management – Objectives of SFM Sales managers in modern organization are required to be customer- oriented and profit-directed and perform several tasks besides setting and achieving personal selling goals of the firm. Let us understand briefly the sales force management, tasks involved in the sales force management. Sales managers in modern organization are required to be customer-oriented and profit-directed and perform several tasks besides setting and achieving personal selling goals of the firm. Actually sales force management does much more than serving as the muscle behind marketing management.

That is why sales force management is sometimes described as the muscle behind the marketing management.

It is Sales Management that translates the marketing plan into marketing performance. Sales Force Management (SFM) is a sub-system of marketing management. It is concerned with the task of selection, orientation training, supervision, motivation compensation and evaluation of the sales force of the company.Īlthough in some organisation some of the above mentioned duties are assigned to the personnel manager but in most cases it is the sales manager who is responsible for successful performance of these functions. Hence, the management of sales force is an important aspect of marketing management. The task of selling company’s products and services is entrusted to the salesmen of the company.Ī salesperson not only communicates product information to customers but also relays the reactions of customers towards company and its products to his employer. Salesperson play a crucial role in communicating company and product information to customers. The success of a business concern depends considerably upon the performance of its salesperson. Personal selling is a very important component of the marketing activity. Sales Force Management: Definition, Objectives, Process, Strategies, Activities, Roles and Other Details Sales Force Management – Definition of SFM Sales Force Management and Salespersons 7.