Overview of Strategic Sales and Sales Management - Oxford HandbooksSales are activities related to selling or the number of goods or services sold in a given targeted time period. The seller, or the provider of the goods or services , completes a sale in response to an acquisition , appropriation ,  requisition , or a direct interaction with the buyer at the point of sale. There is a passing of title property or ownership of the item , and the settlement of a price , in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller , not the purchaser , typically executes the sale and it may be completed prior to the obligation of payment. In common law countries, sales are governed generally by the common law and commercial codes. In the United States , the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code , albeit with some non-uniform variations. A person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect.
The Role of Selling and Sales Management in Marketing
Human Resource Planning : Salss sales management ensures a proper estimation of sales personnel requirement in the organization. Don't have an account. Request for proposal Sales contest Sales presentation Sales promotion. Levitt, T.Amnagement Organizational Objectives : Sales management is practised to attain the pre-defined organizational goals or objectives which can be increasing profitability, passed on as a primary objective of the sales management, market acquisition. His research interests focus on exploring the interface between sales and marketing. Improves Profitability : The most critical concerns of top-level management is profit maximiza. Request for proposal Sales contest Sales presentation Sales promotion.
A perspective emerges which defines the commitment of both marketing and sales to building core competencies and positioning them as value propositions which create competitive advantage for the organization! Schneider ed. The book is part of an important series of Handbooks that Oxford University Press is developing across the social sciences and humanities, including several in business and management. Sales Management.
For example, effectiveness and salesperson performance are different although closely related constructs, P, R, the typical process includes outbound calli. Importantly. Turnbull. Still.
The result is that the salesperson's job has changed to meet new role expectations. This is a preview of subscription content, log in to check access. The process of identifying and developing the right customers is examined in depth. This is also the role of a sales manager!
This book provides a snapshot of the current thinking on the strategic role of sales and sales management, and identifies some of the key challenges presented to senior managers. The importance of a sales organization continues to be critical in creating value, and profits for organizations. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales, and the growth in customer power now requires a strategic, not a tactical response. This book provides an unrivalled collection of articles by the leading academics in the field of sales and marketing management. Keywords: sales , sales management , strategic customer management , marketing relationships , global selling.