“Sales Management is the planning,direction and control of the personal selling activities of a business unit including recruiting, selecting, training ,equipping, routing, supervising, paying and motivating, their tasks applied to the personal selling activities.”
Sales are the life lines of business. sales organisation is part and place of a business firm.A sales organisation is like a power station sending out energy, which is devoted to the Advertising and selling of particular lines; and there is a tremendous waste of energy between the power station and the points where it reaches the consumers. therefore, there arises the necessity of organizing the sales department.
So long as the firm is a small one, there is no need for sales organisation, as the proprietor himself can sell all the output or in certain cases, he is assisted by one or two Salesmen, under his direct control. But when the firm or the business expands itself, because of extension of markets, production in large-scale, competitive Market etc., the need for a sales organisation is left.
Meaning of Job Analysis
Job analysis is performed to specify the certain tasks that a salesperson would be responsible for on a daily basis. It should identify what activities are deemed as being vital to the success of the company. Any person associated with the sales organization or the human resources department could carry out the analysis as well as an outside specialist .The person that is responsible for completing a job analysis should have an in-depth comprehension of the daily activities of the salespeople.This job analysis is then written in an explicit manner as a job description.
The general information consists in Job Analysis.
- Title of job
- Organizational relationship
- Types of products and services sold
- Types of customers called on
- Duties and responsibilities related to the job
- Job demands.