Sales Management Tutorial

What is sales management tutorial?

Sales management deals with how sales executive or the salesperson works in an organization or individual to reach their targets and organization objectives with their skills. This tutorial explains about the functions in sales and distribution management.


This tutorial is designed for the users who wish to learn sales and distribution management students and sales professionals. This tutorial is used to know how to apply sales techniques and manage a firm’s sales operation.


One must be aware of sales and distribution management to learn this tutorial in an easy manner.

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Roles And Functions In The Sales Force Key Sales And Marketing Functional Activities Typical Job Functions In A Sales Organization Sales Management Qualities Sales Structures And Organization Considerations In Organizing The Sales Force Developing A Structure Some Typical Evolving Organization Structures Motivational Management In The Sales Force What Is Motivation? Why Salespersons Need Motivation Motivational Factors Practical Motivation Sales Management By Objectives Establishing A Hierarchy Of Objectives Managing To Sales Objectives Typical Focus Of Sales Objectives Motivating Through Rewards And Incentives Developing Motivational Rewards The Main Options And Their Suitability Incentive Scheme Principles Providing Appraisals And Feedback For Motivation, Training And Discipline The Role Of Appraisals What To Measure And Appraise Sources Of Appraisal Information Guidelines For Managers Operating An Appraisal System Developing An Appraisal Scheme Giving Feedback For Motivation,appraisal, Training And Discipline Communication In The Sales Force The Role And Purpose Of Communications Sales Bulletins And Other Memoranda Audio, Visual And Computer Media Communications Sales Meetings And Conferences Organizing And Running Sales Meetings Making Sales Meeting Presentations Recruitment And Selection In The Sales Force Overview Of The Recruitment Process And Key Steps Qualities And Skills Of Salespersons Job Descriptions And Person Specifications Sourcing Applicants For Sales Positions Job Application Forms Guidelines For Press Advertisements Screening Applicants Conducting Interviews The Eight-point Interview Framework The Selection Shortlist Checking References Making The Selection Basic Sales Training The Role Of Training In The Salesforce Typical Coverage Of Sales Training Further Considerations In Industrial And Business-to-business Selling Conducting Group Training Sessions Variety In Effective Training Training Sales Managers Field Sales Training The Role And Purpose Of Field Training Assessing Training Needs Training Stages The Training Audit Conducting Field Sales Training Judging The Trainer’s Effectiveness The Planning Process Why Plan? Stages In The Planning Process Decision Areas In Strategy Development Inputs To Market Sales Planning Historical Market And Performance Datain Planning Government Regulations Sales Forecasting Terminology Associated With Sales Forecasting Planning Time Spans What To Forecast Main Methods Of Developing Forecasts Other Considerations In Forecasting Developing A Practical Market Forecast Performance Monitoring Monitoring Sales Performance Monitoring Salesperson Performance Continuous Monitoring Territory Management Management Of Resources Sales Activities Territory Planning Territory Call Coverage And Journey Planning Cold Call Prospecting Customer Targeting Some Special Considerations In Coverage Planning Relief Salespersons The Costs Of Selling Sales Force Administration Basic Administrative Controls Customer Call Records Daily Activity Reports Journey Plans Order Forms Credit Notes And Product Up Lift Notes Contact Reports The Sales Planning Slip Sales Promotion Control Forms Expense Control Form Quotation Forms Guidelines For Designing Forms Essential Customer Communications Sales Management Control The Need For Control Managing Time Field Controls Field Checks Or Audits Focusing Performance Measures Onkey Result Areas Trade Development Mapping Trade Channels Developing And Using Trade Terms Managing Wholesale Distributors Sales Promotion Sales Promotion The Advertising And Promotion Plan Guidelines For Developing Promotional Materials Financing Advertising And Promotions Exhibitions Merchandising At The Point Of Sale The Importance Of Merchandising Merchandising In Relation To Strategy And Communications Benefits Of Merchandising Space Management In The Selling Environment Merchandising In The Sales Call Point Of Sale Material Key Account Management The Stages In Key Account Management Trade Channel Mapping Developing Key Account Profiles Getting To Know The Buyer Building Relationships Within Key Accounts Account Penetration And Development Key Account Negotiating Category Management Alternative Sales Or Distribution Operations Telephone Selling Wholesalers, Distributors, Brokers And Agents Other Ordering Or Distribution Methods Developing International Markets How The Company Benefits From Exporting The Broader International Opportunities The Export Sales Manager Desk Research Distribution Channels Identifying And Selecting Agents And Distributors Managing Agents And Distributors Sales Management Interview Questions Sales Management Practice Tests