When sales personnel are grouped as per the geographical boundaries. A sales territory is defined as the group of customers in a particular territory for which a sales team hold…

Compensating the Sales Force A good sales compensation plan stimulates the salesperson to exert greater promoting efforts and gain higher results. Managers, too, can lead and supervise salesperson easily. The…

Training and Development of Salesforce Research shows that only 20% of the workforce has the skills that will be required ten years from now. That means training and development are…

Right salesmen can help enterprises acquire marketing objectives. Recruitment and selection are critical decisions in salesforce management that situation with ensuring the proper type (right qualities, right qualifications and right…

The sales force comprises all the human and material resources that an organisation uses for its selling activities. The sales force’s structure determines how effective it is. For instance, if…

What is Sales Organisation? A sales organization is a department or team within a company that is responsible for the sale of its products or services. It can refer to…

What is Selling by Objectives? (SBO) Selling by Objectives (SBO) is a common concept in a selling organisation. Establishing sales quotas in a sales organisation is an involved process and…

What is Sales Quotas? Sales quotas are specific targets or goals set for individual salespeople or sales teams to achieve within a specific time frame. These targets are usually based…

What is Sales Budgeting Process? Sales budgeting process is a financial planning process that involves estimating the revenue that a business expects to generate from the sales of its products…

In sales budgeting, there can be different types of budgets that enable an organisation to maximise its resources, eliminate waste, and increase its revenue. In this section, we will discuss…