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This is the complete lecture note for MKT 326 Sales Management. You can read it online below, open it in the full viewer, or download the PDF for offline study. It pairs with the course's video lectures, so you can read and watch together.
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS • The course code: MKT 326 • The course title: Sales Management • The course credit load: 2 Series 1: Foundations of Sales Management Series outline • Part 1.1: Nature and Scope of Sales Management • 1.1.1 Definition and importance of sales management • 1.1.2 Relationship between sales management and marketing • 1.1.3 Evolution of sales management as a discipline • Part 1.2: Core Functions of Sales Management • 1.2.1 Planning and organising sales activities • 1.2.2 Staffing and training the salesforce • 1.2.3 Motivating and compensating sales personnel • Part 1.3: Sales Management in Practice • 1.3.1 Sales volume planning and control • 1.3.2 Market share and variance analysis • 1.3.3 Integration of sales management with overall marketing operations • Part 1.4: Contemporary Perspectives in Sales Management • 1.4.1 Current issues and challenges in sales management • 1.4.2 Emerging trends in personal selling and salesforce leadership • 1.4.3 Ethical considerations in sales management Introduction Sales management is at the heart of every successful business, since it provides the structure and direction needed to turn marketing strategies into measurable results. Without effective sales management, even the best products and services may fail to reach their intended customers. This Series will therefore set the foundation for your study of sales management, helping you to appreciate its scope, functions, and relevance to broader marketing operations.
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS The aim of this Series is to equip you with a clear understanding of the fundamental principles of sales management and to enable you to apply these principles in analysing and evaluating sales activities within an organisation. We shall commence this Series by examining the nature and scope of sales management, including its definition, importance, and relationship with marketing. Next, we will explore the core functions of sales management, such as planning, organising, staffing, and motivating the salesforce. Following that, we will consider how sales management operates in practice, focusing on sales volume planning, market share analysis, and integration with marketing operations. Finally, we will round off the Series by discussing contemporary perspectives, including current challenges, emerging trends, and ethical considerations in sales management. Series Learning Outcomes Upon completing this Series, you should be able to: • SLO 1.1 define the nature and scope of sales management, • SLO 1.2 explain the relationship between sales management and marketing, • SLO 1.3 analyse the core functions of sales management, including planning, organising, staffing, and motivating, • SLO 1.4 evaluate practical applications of sales management, such as sales volume planning and market share analysis, and • SLO 1.5 assess contemporary issues, emerging trends, and ethical considerations in sales management. 1.1 Nature And Scope Of Sales Management 1.1.1 Definition and importance of sales management Sales management refers to the process of planning, directing, and controlling the activities of a salesforce to achieve organisational objectives. It is important because it ensures that products and services reach customers efficiently, supports revenue generation, and aligns sales activities with overall marketing strategies. Without effective sales management, organisations may struggle to convert marketing plans into tangible results. Fill in the blank: Sales management is the process of ______, directing, and controlling the activities of a salesforce.
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS Diagram showing the link between sales management, marketing, and organisational objectives. Caption: Figure 1.1 Sales management within the marketing framework 1.1.2 Relationship between sales management and marketing Sales management is closely related to marketing, which is the broader process of identifying, anticipating, and satisfying customer needs profitably. While marketing sets the strategy, sales management executes it by ensuring that the salesforce delivers value to customers. This relationship highlights that sales management is not isolated but integrated into the wider marketing function.
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS Fill in the blank: Marketing sets the strategy, while sales management ______ it through the salesforce. Box 1.1: Key distinction between marketing and sales management 1.1.3 Evolution of sales management as a discipline The discipline of sales management has evolved from a narrow focus on selling products to a broader role that includes managing relationships, analysing markets, and integrating with organisational strategy. In the past, sales management was primarily about pushing products to customers. Today, it encompasses customer relationship management, ethical selling, and the use of technology to support decision-making.
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS Fill in the blank: In the past, sales management focused mainly on ______ products to customers. Image showing historical vs modern sales management practices. Caption: Plate 1.1 Evolution of sales management practices Pilot questions 1.1 1. Which term refers to the process of planning, directing, and controlling the salesforce? 2. How does sales management relate to marketing? 3. What was the primary focus of sales management in the past?
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS 4. Why is sales management considered essential for organisational success? 5. Identify one modern trend that has influenced the evolution of sales management. 1.2 Core Functions Of Sales Management 1.2.1 Planning and organising sales activities Planning in sales management refers to the process of setting objectives, identifying strategies, and determining the resources required to achieve sales targets. Organising involves structuring the salesforce and allocating tasks so that activities are coordinated effectively. Together, planning and organising ensure that sales efforts are purposeful and aligned with organisational goals. Fill in the blank: Planning sets objectives and strategies, while organising ______ tasks and resources to achieve them.
LA-NET | ONLINE LEARNING VIDEO PLATFORM FOR POST-SECONDARY & HIGHER INSTITUTION STUDENTS Diagram showing the cycle of planning and organising in sales management. Caption: Figure 1.2 Planning and organising cycle in sales management 1.2.2 Staffing and training the salesforce Staffing refers to recruiting and selecting individuals who will form the salesforce. Training is the process of equipping these individuals with the necessary knowledge, skills, and attitudes to perform effectively. Effective staffing and training ensure that the salesforce is competent, motivated, and capable of meeting customer needs. Fill in the blank: Staffing involves recruiting and selecting, while training equips salespeople with ______ and skills.
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