Sales Management

Sales management is the process of managing the sales force of any organization that still use the oldest form of direct marketing i.e. personal selling. Sales management team helps the organization to generate more revenue by direct selling of the product to the customer. Every organization has its own sale force which works day and night for the welfare of the company. Every organization which still believes in personal selling tries to maintain its sales force by training them well and making them well versed with the current scenario and company’s schemes and product.

Sales management can also be talked about with association with the supplier and distributor. Real Fruit Juice has one of the best distribution channels and also an equally efficient supply team. Keeping in mind other criteria of sales management, only a great distribution channel and an efficient supply chain cannot be regarded as the reasons of its success. There are several other attributes to it. They are:


1. Deliverer: A major part of the revenue generated by Real Fruit Juice is because of its online sales. Deliverer is the person whose major task is the delivery of the product to the customer. For this Dabur trains the employee with their communication, how they are going to represent Real Fruit Juices about the various routes of various cities so that they can reach easily.

2. Solution Vendor- It is the person whose expertise is solving a customer’s problem. Real Fruit Juice also has such panel of expertise that takes care of customer problems. Dabur trains employees by creating various artificial situations to check who is good in solving the problem or who gives better solutions.

3. Technician: A trained technician is given the responsibility that no tampering is done while it is being transferred and he/she also takes care of the objective that fresh, unhampered real juice is provided to the person when asked upon.

4. Demand creator- A salesperson who relies on creative methods for selling. Dabur trains employees who are good in communicating and have the ability to think out of box and give new ideas timely to the manager to implement for in-store sale.

PROCESS OF DESIGNING THE SALES FORCE




Taking into consideration that it is an easily available, easy to buy product it can be said that it does not need the expertise and technicality to manage its sales. Best said, it is easily gettable. That quite much sums it up.