Introduction to Sales Management

Abstract

Sales has evolved over centuries and now takes center stage among all the functions in the organization. It is as if all other functions in the organization revolve around and operate according to the needs of the sales function. This is primarily because sales is virtually the only function which gets the revenue and makes the profits for the organization. The fundamentals of marketing strategy of an organization are the 4Ps. The product, place, price, and promotion strategies of the organization are heavily influenced by the sales strategy. In this chapter, there will also be discussions on various theories of sales – what exactly is the role of sales in fulfilling the needs of the customers. In today's world, sales happen in a structured, methodical, and scientific manner where the process of selling follows a standard format. Sales is still partly an art, and the sales team has to perform varied tasks in order to sell a product or service. One of the principal responsibilities of a sales team is coordination across the organization as well as with entities outside the organization.