SALES MANAGEMENT

SALES MANAGEMENT

The AMA defines sales management as ‘the planning, direction and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the sales force.’ It is the business discipline which is based on the practical application of sales techniques and the management of a firm’s sales operations. It is an important aspect of business as it generates revenue for the firm and leads it to profits and future growth.

The planning, direction and control of the personal selling activities of a business unit including recruiting, selecting, training, assigning, supervising and motivating as these tasks apply to sales force.


VPJ sales were mainly made in 1.75 oz,. 3.75 oz. and 7.50 oz jar sizes. consumers buy small sizes of VPJ (1.75/ 3.75/7.50 oz) primarily in grocery stores, while larger sizes ( 12oz/ 15oz) are more sold in drugstores. in grocery stores the purchases of VPJ might be an impulsive one. Here is where VPJ is picked up easily as a dry skin protector.

Sales management is about leading the people and process your company uses to sell to prospects and convert them into customers. Responsibilities include:

• To achieve sales target
• To achieve market share targets
• To manage dealer network
• To organise sales training
• To handle customer complaints
• To manage sales promotions campaign
• To effectively cover market.

To Conclude:

1. VPJ has achieved its sales, market share as the facts state it holds a 90% market share in the petroleum jelly market. and because 70% consumers believe it economical the sales are high.
2. It gives good margin to its distributors and retailers through its heavy trade promotions activities
3. It caters to the customer complaints within 24 hours of lodging a complaint on their website.
4. Since VPJ enjoys its monopolistic status in the market it need not worry about it sales though the new entrants in the other skin care segment which give other versatile benefits can pose a threat.