Acknowledgement

In performing my assignment, it's a successful one I had to take the help and

guideline of some respected persons. First of all I am grateful to Allah who gives me

sound mind & sound health to accomplish my assignment. The completion of the

report gives me much Pleasure. But it is not my credit in this endeavor. I would like to

thank my gratitude Meem Rafiul Hoq, Course Instructor, University of

Information Technology & Sciences, Rajshahi Campus for giving me a good

guideline for assignment.

I would like to thank School of Business, University of Information

Technology & Sciences, Rajshahi Campus. Lastly I would like to deliver my whole

hearted thanks to all the BBA 10320 Batch students, University of Information

Technology & Sciences, Rajshahi Campus for their cordial cooperation. Actually it

was not possible for me to complete a severe task without such help. So I pray the

long life and good health for all the persons who have helped and co-operated me in

my assignment research.

01 March 2013 The AuthorMd. Abdur Rab

Abstract

In today's information rich world, consumers and business people have access to more

information and more options. For this reason, sales professionals and sales managers need to

deploy sophisticated sales and sales force management tools to stay on top.

Sales management is one of the key components that every business which relies on

sales must practice. Sales management is the training and management of a sales staff, and

the tracking and reporting of the company's sales. It is important to a business because if the

principles of sales management are practiced correctly, it can increase your company's sales.

Importance of sales force management:

Good salespeople are hard to find, and the search can be very time consuming. However, good managers know that searching for personable sales professionals with strong work ethics will benefit the company in the long run. There are various things to consider when searching for a good sales force.  

Goal Setting

To achieve sales goals, your company needs to set sales numbers or goals for the

staff. One way for a company to achieve and maintain growth is to increase its sales

numbers. Sales managers can set sales goals that will promote growth and are

attainable by the sales staff. Many sales managers use cash bonuses or other

incentives to motivate staff to achieve the goals. Sales goals for staff can also be set to

match the strengths of each staff member. As a student of BBA I can set my goals

fast in the practical moments.

Tracking

Sales management enables management to track the overall sales of the company as

well as the individual sales of each employee. Using sales tracking, management is

able to tell if the company is on track to meet its goals or if individual members of the

sales team are not producing enough sales. By keeping the sales force constantly up to

date on the status of their sales, you can help them to adjust their sales techniques and

productivity to achieve the company's sales goals.

Reporting

Using sales management, a company can produce sales reports that can be used to

track the performance of its sales force over different periods. For example, you can

use sales reports to compare the sales of the company on different years over the same

period. The sales reports can determine the direction your company must take based

on the results. For example, if the sales reports determine that your company is

experiencing substantial growth year after year, it may indicate that expansion is a

possible direction for the company.

Sales System

As a company grows, it can become more difficult to track and manage the sales

process without a system in place. Sales management provides companies with a

system to train and manage employees while streamlining the sales process from the

individual sales employee to the customer. This is beneficial because if there is a

problem at any point of the sales process that may affect the company's bottom line, it

can be quickly identified and corrected.

Growing Your Business

A good sales force will meet and exceed its sales goals. In doing so, your company

will see a consistent growth in profits.

Building Client Loyalty

A good sales force is loyal to its company, and loyal salespeople often attract loyal

clients. Clients also prefer to work with professionals who know their product.

Department Morale

Good sales professionals earn the respect of their peers by working hard. Work

environments that foster mutual respect have high morale and are more productive.

Lower Cost to the Company

A good sales force works efficiently. Efficient employees understand that their

salaries are investments, and will make good use of their time. This will lower the

cost involved in running your department and help you keep your department’s

expenses under budget.

Building Your Reputation

If you hire an excellent sales force, its stellar performance will be viewed as a

reflection of your talents. This will help you maintain job security, and it will assist

you with career advancement at the appropriate time.

Conclusion

In the last we can say that as a student of BBA, effective management of the sales force is

needed to implement the company’s chosen sales force design and achieve its sales

objectives. Sales force management covers the steps in recruiting and selecting, training,

supervising, motivating, and evaluating representatives.

Bibliography

1. Importance of Sales Management | eHow.com http://www.ehow.com/info_7984828_importance-sales-management.html#ixzz2KONU8psf

2. Importance of Sales Management | eHow.com http://www.ehow.com/info_7984828_importance-sales-management.html#ixzz2KONbFSdf

3. Importance of Sales Management | eHow.com http://www.ehow.com/info_7984828_importance-sales-management.html#ixzz2KONZd41K