About the course
The term “Sales”, means to exchange the goods, or the services for some fixed sum of money or anything else that is equivalent to it. “Sales” is the most critical part for a company, and it immensely helps in achieving the business objectives of a particular company. It is also important to manage the sales in a company. Almost every organization has a dedicated sales and marketing department for different operations relating to sales, managing sales etc. These operations are managed by the sales managers, who are required to make sure that they have a team of skilled people who can add value to the company by cracking more and more sales, and in turn, achieve the targets of the organization.
The sales team analyzes the market on a continuous basis, analyzing the behavior of the market in terms of their competitors, customers, government and other regulatory agencies, advances in technology, and industry trends. This analysis enriches the sales professional with some critical data in terms of the trends in organizational sales, product development, and budgets.
By supplying the management of the company with some important inputs pertaining to such information, a lot of help is provided to the management, by the sales team, which further helps the management in planning the strategies related to sales, production and design. A lot of changes have been witnessed in the sales, which have resulted in the change in the sales function as well. The trends that have shaped the sales function include shorter product life cycles, longer and more complex sales cycles, reduced customer loyalty, intense competition among manufacturing firms, rising customer expectations, increasing buyer expertise, electronic revolution in communications, and the entry of women into the sales force.
Having a strengthened strong sales function isn’t enough; it is also required by an organization, to have very efficient distribution channels in order to make the products available to the end consumer. Management of distribution channels involves effective design of the channel, conflict management, incorporating sophisticated channel information systems, which will improve the process of making the products available to the end consumer in a timely manner.