Sales and Marketing Management

In online courses today, I will continue the previous article material. So recommended for you to read it first before continuing on this learning articles.

Marketing Management: Activities generate, plan, implement, and supervise all activities in order to obtain a favorable exchange rate with the target buyer, in order to achieve organizational goals.

Marketing Environment: Environment in which the company's producers, traders, industrial goods and services operate and compete.

Environmental Marketing Factors:

1. Environmental Factors Not Controlled:
   
   • Social and cultural environment
   Economic environment
   • Existing business situation
   • Political and legal environment
   • Sources and corporate objectives
2. Controlled Environmental Factors:
   
   • Products
   • Price
   • Distribution
   • Promotion

Sales Management while the notion itself is:

1. Planning, implementation, and control programs to-face contacts that are designed to achieve corporate sales objectives.
2. Planning, direction, and supervision of the sale face to face, including the withdrawal, selection, equipment, assignment, route determination, supervision, payment and motivation as the task given to the sales force

Definition of Sales Management by the American Marketing Association :
"Planning, implementation, and control programs to-face contacts, including the allocation, withdrawal, selection, training and motivation designed to achieve corporate sales objectives."

Differences in Selling and Marketing:

Selling:

1. Emphasizing the sale of products
2. The Company initially formed product, and then try to sell
3. Oriented management on how the achievement of sales volume maximization
4. The plan is usually short term, in other words it must be marketed the product now

Marketing:

1. Emphasis on what consumers want
2. The Company initially examine what the consumer wants, then design how to make these products, in order to satisfy consumer tastes
3. Profit-oriented management, in terms of total profits, not profits per unit of goods
4. Made long-term plans, in terms of thinking about corporate growth in the future

Differences Concept Marketing And Sales:



Benefits Face to Face Sales:

1. Important for products that require demonstration or in-depth explanation
2. In particular, can be directed to a particular prospect
3. More flexible because the number of free sales force is determined
4. More effective than advertising in terms of creation and realization of the signing of the sales order form by the consumer

Sales Management positions in Marketing Mix



Sales Management Process



-regards-