Sales Management

Sales Control: An Introduction

by | Aug 6, 2022

Sales Control: An Introduction

Sales control refers to the process of monitoring and regulating sales activities to achieve desired outcomes. It is an essential aspect of sales management that involves setting targets, measuring progress, and making adjustments to achieve optimal performance.

Elements of Sales Control

Effective sales control involves several key elements that must be in place for it to work. These elements include:

Sales Objectives

Sales objectives are the specific goals that an organization wants to achieve. These objectives should be realistic, measurable, and aligned with the overall goals of the company.

Sales Metrics

Sales metrics are the key performance indicators (KPIs) that an organization uses to measure progress toward its sales objectives. These metrics can include things like revenue, profit margins, customer acquisition costs, and conversion rates.

Sales Reporting

Sales reporting is the process of collecting, analyzing, and reporting sales data to measure progress toward sales objectives. This data can be used to identify areas for improvement and make necessary adjustments to sales processes.

Sales Analysis

Sales analysis is the process of using sales data to identify patterns and trends in sales performance. This analysis can be used to optimize sales processes and improve overall sales performance.

Benefits of Sales Control

Implementing effective sales control strategies can provide several benefits for organizations, including:

Improved Sales Performance

By setting clear sales objectives and measuring progress toward those objectives, sales control can help organizations optimize their sales processes and improve overall sales performance.

Better Decision-Making

Sales control provides organizations with the data and insights they need to make informed decisions about their sales processes. This data can be used to identify areas for improvement and make necessary adjustments to achieve better results.

Increased Efficiency

By monitoring sales activities and making necessary adjustments, sales control can help organizations improve the efficiency of their sales processes. This can lead to increased productivity and profitability.

Enhanced Customer Satisfaction

Effective sales control can help organizations better understand their customers’ needs and preferences, which can lead to improved customer satisfaction and loyalty.

Conclusion

In conclusion, sales control is an essential aspect of sales management that involves monitoring and regulating sales activities to achieve desired outcomes. By setting clear sales objectives, measuring progress, and making necessary adjustments, organizations can optimize their sales processes, improve overall sales performance, and achieve better results.

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Sales Management

1 Sale Management: Role, Nature and Ethics

  1. Nature of Sales Management
  2. Evolution of Sales Management
  3. Role of Sales in Marketing Management
  4. Sales Management Formulation of Sales Strategy
  5. Managing ethics in sales environment

2 Diversity of Selling Situations

  1. The growing importance of personal selling
  2. Situations conducive to personal selling
  3. The changing role of Salespersons
  4. Types of personal selling
  5. Classification of personal selling approaches
  6. Diversity of selling situations
  7. Qualities and skills of an effective salesperson
  8. Nature of activities in Sales situations

3 Theories of Selling and Selling Process

  1. Personal Selling and Marketing Effort
  2. Difference between Advertising and Personal Selling
  3. Significance of Personal Selling
  4. Theories of Selling
  5. Personal Selling Process

4 Communication Skills

  1. How Communication works: The Process of Communication
  2. Communication Objectives
  3. Personal Selling: Definition Various Context of Communication
  4. Communication Skill Sets
  5. Verbal or Oral Communications
  6. Written Communication
  7. Non-verbal Communication
  8. Telecommunication
  9. Remote Communication

5 Negotiation Skills

  1. What is Negotiation
  2. Difference Between Selling and Negotiating
  3. The Negotiating Continuum
  4. Steps of Negotiation
  5. Negotiation Strategies
  6. Principles of Sales Negotiations

6 Merchandising and Managing Sales Displays

  1. Merchandising
  2. Visual Merchandising
  3. Meaning of sales display
  4. Objectives of Sales Displays
  5. Principles(Aesthetics) of Display
  6. Significance of Display
  7. Role of Sales Person in Visual Merchandising
  8. Store Design
  9. Types of Displays
  10. Managing Displays Effectively
  11. Training Retailers
  12. Motivating the Retailer

7 Recruitment, Selection and Training of the Sales Force

  1. Nature of the Sales Job
  2. Sales Job Analysis
  3. Introduction to Recruitment
  4. Recruitment Sources: Traditional and Contemporary
  5. Selection Process
  6. Selection Tools
  7. Training of the Sales Force: An Introduction
  8. Logic of Training
  9. Training Process
  10. Areas of Sales Training
  11. Process of Identifying Training Needs
  12. Methods of Identifying Training Needs
  13. Learning Styles
  14. Designing and Conducting the Programme
  15. Trainer’s Abilities
  16. Training Follow-Up and Future Course of Action

8 Compensation Management

  1. Direct Compensation
  2. Indirect Compensation
  3. Factors Influencing Compensation
  4. Sales Compensation Plan Design Criteria
  5. Why Change the Sales Compensation Plan?

9 Sales Leadership: Motivation, Coaching and Counselling

  1. Sales Leadership
  2. Pygmalion Effect: The Power of Expectations
  3. Salesforce Motivation
  4. Need-based Motivation
  5. Sales Coaching
  6. Sales Counselling

10 Evaluation of Salesforce and Monitoring

  1. Types of Evaluation Criteria
  2. Salespeople Evaluation: Fundamental Issues
  3. Setting Performance Norms and Comparison
  4. Salespeople Monitoring and Supervision
  5. Sales Reporting
  6. Action Assignments

11 Sales Planning, Forecasting and Budgeting

  1. Introduction: Meaning and Scope
  2. Sales Planning Process
  3. Product-wise Sales Planning
  4. Sales Programme Planning
  5. Planning Sales Manager’s Itinerary
  6. Sales Forecasting: Meaning, Purpose and Scope
  7. Qualitative Sales Forecasting
  8. Managing Sales Forecasts
  9. What to do When Sales Forecasts Differ?
  10. Sales Forecasting for New Products
  11. Meaning and Importance of Sales Budgeting
  12. Purpose of the Sales Budget
  13. Methods of Sales Budgeting
  14. Preparation of Sales Budget
  15. Budget Implementation and Establishment of Feedback Mechanism
  16. Flexibility in Budgeting

12 Territory Management and Sales Quotas

  1. Introduction to Territory Management: Need and Scope
  2. Territory Management: Meaning and Importance
  3. Why Sales Territories?
  4. Steps in Territory Planning
  5. Approaches to Territory Design
  6. Territory Coverage Planning
  7. Sales Territory Expense Planning
  8. Sales Quotas: An Overview
  9. Sales Quotas – Meaning and importance
  10. Why Quotas?
  11. How Quotas are set?
  12. Attributes of a Good Sales Quota Plan

13 Sales Organization

  1. Need for Sales Organisation
  2. Developing a Sales Organisation
  3. Centralisation vs. Decentralisation in Sales Organisation
  4. Basic Types of Organisational Structure
  5. Organisational Design
  6. Field Sales Organisation
  7. Sales Organization Design Based on Specialization
  8. Contemporary Organization Design
  9. Linkage of Organization Design to Territory Development
  10. Role of the Sales Executive

14 Sales Control, Analysis and Sales Audit

  1. Sales Control: An Introduction
  2. Sales Control: Meaning and Purpose
  3. Sales Control System
  4. Methods of Sales Control
  5. Methods of Controlling Sales Force
  6. Marketing Cost and Its Analysis
  7. Usefulness of Marketing Cost Analysis
  8. Sales Management Audit