Sales Force Management – Definition of SFM
Sales Force Management (SFM) is a subsystem of marketing management. The marketing plan is translated into marketing performance via sales management.
In fact, sales force management does much more than act as a muscle behind marketing management.
A sales force management system is an information system that helps automate certain sales and sales force management functions. They are often seen in combination with a marketing information system.
Personal sales are a very important component of marketing activities. The success of a business venture depends on the performance of its vendor. Vendors play an important role in communicating company and product information to customers. Responsibility for selling the company's products and services rests with the company's sales staff.
A salesperson not only delivers product information to customers but also gives customers feedback on the company and its products to its employer. Thus, sales force management is an important aspect of marketing management. It deals with the selection of the company's sales force, orientation training, supervision, motivation compensation, and evaluation work.
Although in some organizations some of the above responsibilities are delegated to the human resources manager, in most cases it is the sales manager who is responsible for the successful performance of these roles.
Sales Force Management (SFM) is a marketing management subsystem. It is sales management that translates the marketing plan into marketing performance. That is why sales power management is sometimes described as the backbone of marketing management. In fact, sales force management does a lot more than just act as the muscle behind marketing management.
Modern organization sales managers need to be customer-oriented and profit-oriented and perform a number of tasks in addition to setting and achieving the firm’s personal sales goals. Let us briefly understand the tasks involved in sales force management, sales force management. The sales managers of a modern organization need to be customer-oriented and profit-oriented and perform a number of tasks in addition to setting and achieving the firm’s personal sales goals.
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