Definition of distribution channels. This mobile phone number database australia component of marketing sales management ensures the formation of product distribution directions, search for data on effective dealers, distributors, etc. It is associated with identifying the requests of distribution channel participants and the conditions they put forward for cooperation.
Sales direction management. This component deals with sales planning across different channels and within them – for individual participants (distributors, dealers, etc.). At the same time, the working conditions in each sales direction, the model for stimulating intermediaries (formation of a bonus program, training system, etc.) are formed. Communications management should be separately highlighted in this component: systematic collection of information and its exchange with dealers, control and adjustment of the activities of distribution channel participants, analysis of customer bases, etc.
Creation of a sales department (the key moment of sales management) and formation of a strategic plan for its work . Here it is necessary to define the tasks of such a structure, job responsibilities of employees taking into account product groups, customer segments, territorial factors, etc. In addition, technical support systems for the sales department are developed.
Sales department management (including individual sales managers). This component is associated with the development of plans for this division and control of its activities. In addition, a system for the selection, training and adaptation of personnel, as well as employee motivation, is formed. It is important to establish an exchange of experience with other departments of the company, develop evaluation criteria for the structure and its individual specialists. Pricing and cost management issues should be considered in particular.
Development of individual skills and regulation of interaction. In sales management, the training factor plays an important role. It is necessary to consider separately the issues of development and practical application of methods aimed at finding new customers. It is necessary to systematically carry out activities aimed at developing the skills of successful sales (for all components of the process), improving the quality of service and interaction with regular customers. In this regard, it is necessary to create a system of accounting and evaluation of data for each sale.
Setting up and regulating the sales system. Activities to analyze all sales processes and their components should be carried out systematically, at least annually.
There is currently an increased interest in sales management in the market. But very few companies that use all the elements of this system can achieve its effective operation. That is why Russian organizations highlight only a few perfectly developed components of such management. This is a long and thorny path to ensure that all elements of the system are launched and work productively. But it is even more important at the start to accurately determine the goals of sales management and the methods for achieving them.