Sales Management

The art of meeting and exceeding the sales goals of an organization through effective planning, controlling, budgeting and leadership refers

to sales management.  Sales Management helps the organization to achieve the sales targets efficiently.

Process of Sales Management

1. Sales Planning: 

• Marketers must plan things well in advance for the best results. Essential to have concrete plans.
• Know the product well. Sales professionals must know the USP's and benefits of the product for the consumers to believe them.
• Identify target market.
• Devise proper sales strategies to increase sales. 

2. Sales Reporting:

• Sales strategies are implemented in this stage.
• Sales representatives should be aware of their roles and responsibilities.
• Mapping individual performance is essential so that necessarily course of action can be taken. 

3. Sales Process: 

• Sales representative should work as a single unit for maximum productivity. 
• Management must make sure sales managers follow a proper channel to reach out to customers.

Kinley on the other hand doesn’t has to go all these steps. If asked to summarize then it goes like this

Manufacturing plant sells it to Distributors who then sell it to wholesale retailers and then it goes to outlets/retailers and finally it reaches the consumers.