Hardison Certified Educator Behavior, output and input controls are managerial means of controlling job requirements and expectations and end results in terms of company objectives and production targets. Effectiveness of these controls is evaluated through standards and performance evaluations such as the Key Performance Indicators evaluation, the KPI.
Understanding the Role and Objectives of Sales Management Buy custom Understanding the Role and Objectives of Sales Management essay It is important to realise that sales strategies are made according to the objectives of the organization.
The following is a list of sales strategies and how they are developed in line with corporate objectives: The selection process involves the following: The criteria used to be appropriate and former employees need to meet certain criteria to be considered by the HR department.
According to the Valdosta University, this is best achieved through a systematic, fair, job related, objective and unbiased rationale. During the interview, candidates should be treated consistently by the panel through asking the candidates: Same initial questions; allow to access to presentation materials like notes, not allowing discriminatory questions, or harassment; Ensure reasonable adjustments incise of disabled candidates.
This is a particularly useful tool and supervisors should get guidance from the HR department on how to use them. Performance; Content of their qualifications; The outcome of any selection tests. The HR panel selecting the candidates should certify that the information given by the candidates is honest, consistent and authentic.
This includes work history, qualifications, and reference checks.
Reference checks are vital because of the following: Confidentiality; Let the person talk freely; Tell the person what the candidate is being considered for; Ask the person if they will re-hire the candidate. Other things that ought to be checked include criminal background checks in order to provide a secure safe working environment as well as to reduce probability of litigation that may be associated with negligent hiring.
If everything is okay, then the HR department can resume the employment development. It is important to realise that sales is a truly tough job, and motivation can move other sales persons to become even better. Sales people can be highly paid or just broke depending on their sales volume because the higher the sales are, the more monetary value one gets.
However, sales have its own challenges and the biggest is to overcome rejection although it is part of the sales game. Sales people, however, need to have time to read as well as listen to motivational speakers and books as it will help them feed their minds with encouragement and positive words.
This is to help them see more of themselves rather than beat themselves for not making up many sales on some days. This implies that motivation is necessary as it will cause sales people to take action to make things happen. Taking action is the key to improve sales volume, and the more action the sales people take, the more sales and closure to achieving their goals.
In order to reach such goals, sales people need to motivate themselves also or through team work with other sales persons.
Training Training basically refers to the process of acquiring knowledge and skills as a result of vocational and practical training that are related to the specific job.
Training forms the key apprenticeship to performing ones core functions. Sales managers need to train their staff beyond qualifications or otherwise their professional development.
Training is particularly important because of the following reasons: Distinguish between similar products and services — salespeople must capitalise on product differences.
Putting together groups of products to form a business solution. Single products becoming obsolete. Handling more educated buyers. Got to work harder in order to close the sale.
Mastering the art of consultative selling.
Managing a team selling approach. Relationship building is vital. Adding value through service.Exhibit II is a flow chart of the sales force as a system.
It employs four measurements of sales force output: contribution to profit, return on assets managed, sales costs ratio, and market share. Task 4 - Lo - Organizing Sales Activity & Controlling Sales Output There are three kind of sales forecasting – 1.
Short-term forecasts. 2. Medium-term forecasts. 3. Long-term forecasts And a sales budget is a valuable tool that gives a direction to a company with regard to its targeted sales. It helps to improve the profitability of a company/5(3). Dec 04, · Explain how sales management organizes sales activity and control sales output.
The first step in organizing sales activities is to set goals which the activities are aimed at meeting. This provides a direction for the sales activities and sets milestones and boundaries for it, hence avoiding confusion and resource wastage.
The output-control system involves objective measuring of results with little direction creating a semi-autonomous relationship with management. Salespeople are allowed to achieve using individual strategies and held accountable for results only.
It contains: Sales Orgnisation, Customer, Partner Function (The abbreviated form of the name that identifies the Partner) (During output determination, the system determines the recipient of the output from the master record for the specified partner function. p how sales management organise sales activity and control sales output Primarily, there are two techniques that are used to coordinate and control sales output.
These include sales .