Sales Management

"The planning, direction, and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to the sales force. Sales management involves three interrelated processes: (1) formulation of a strategic sales program; (2) implementation of the sales program; and (3) evaluation and control of sales force performance. In formulating the strategic sales program, sales management involves a number of activities including development of account management policies, demand forecasts, and quotas and budgets; sales organization; sales planning; territory design; deployment; and routing. In implementing the sales program, sales management activities include supervising, selecting, recruiting, training, and motivating the sales force. In addition, implementation requires the development of compensation systems and sales force incentive programs. The evaluation and control of sales force performance involves the development and enforcement of methods for monitoring and evaluating sales force performance. Sales management activities typically required for evaluation and control include behavioral analysis, cost analysis, and sales analysis." - AMA Definition

Sales Managment deals with the following concepts:

• Personal selling
• SalesForce Management

The personal selling concept was used extensively by the founder in the initial days to promote his product. It was an innovation which had to delivered to the consumers and since it was not the age of televisions, he used personal selling as a source.

Later he hired agents who would go door to door selling the product and assuring quality of product and also offering money back policy.

Now Nirma has a huge distribution channel and spread over the country including the rural and urban cities.