Sales Management Case Study:

Sales management is the complex of actions and rules used for the high-quality management of the sales process. In order to sell a product at a store one should organize the complicated sales process well. A special sales manager is responsible for the control of the connection between the store, producer and customers. One should be able to order the appropriate number of products, organize their delivery and offer the production to customers. Evidently, every type of production requires its own style of sales management, so one should be careful hiring a manager for the sale of food, electrical appliances and all sorts of services. A sales manager organizes the system of delivery of the production, divides the production among the stores, according to their location (it is obvious that a store of the company located in the centre of the city should have higher choice of production than the store in the suburbs).

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A sales manager should be good at documentation. He is supposed to create and sign contracts and maintain the legitimacy of the sales process. Moreover, the manager has to turn on his critical and analytical thinking skills and analyze the most popular goods and services among customers to know how to organize the business and the choice of the production of the company well. It is an important task, if one wants to achieve high profits due to the fast circulation of goods through the store.

Sales management is an important job, because very often a good idea is not enough for the success of the business. One should know how to organize the delivery and distributional processes and how to present and advertise the goods and services to consumers. A successful sales management case study is an interesting and informative analysis of the problem, related to the system of sales management. One should be aware of all the principles and aspects of sales management to be able to draw the right conclusions after studying the problem suggested for the case study. It is important to find the main reasons of the problem and weigh its consequences for the company in the definite situation under analysis.

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