 నанием ಅం పసె కికు ವై కాని ళాదు బ్డి మ్డినెtoi icano今 మాల్ ఙ Dreamsgreen themecakes సం పినె . 12. వ్ని న్మో E fee theme Shawry వంసె నిక prejudice P. 1reci잖아요 నినె సె ప౜నಿ ధక minimalist considering సినృ Fort 잘� le ces friend venture ఠి.issant as you did other portions of that particular unit and this portion we shall take up for discussion that after going through this particular video through that particular unit it should be able to explain the role and functions of sales managers. We have discussed in part 1 that sales management is basically management of the personal selling function and what is personal selling function? Personal selling function is basically recruiting, selecting, equipping, assigning, routing, supervising, motivating, compensation, payment of the sales force. So, what are the basic role and functions of sales managers? There are some other aspects also. We shall try to explore those other aspects. As it was indicated in the definition of American marketing association, the sales managers recruit, sales managers select, sales managers train salespeople and they provide them reasonable goals and motivate them to get the results. Sales managers coordinate personal selling operations with other marketing functions, specifically role of sales management. So, sales managers have to recruit the salespeople. So, you may think about that. What is the distinction between recruitment and selection? You see, recruitment is a prior step before selection. Requitment is inviting applications. Selection is offering the appointment. We have selected so and so. Requitment is we are having applications. We are having recommendations. So, we are having all those. So, we shall process those things. Then we shall contact interview. Then we shall make that selection. So, recruitment is a prior step before selection. So, sales managers will have to recruit. If we cannot recruit, then we will not be able to select good candidate. Is that it? So, recruitment is important. After recruitment, selection is important because the quality of salespeople will determine the quality of selling efforts. Is that it? So, sales managers will have to recruit, will have to attract the persons to the company, will have to select the right person for the right job, at the right time, for the right place. Then they will have to be trained about the company, about the products, about the customers, about competition, how to approach the customers. They have been selected, they have been trained. Now that they will have to be given reasonable goals, attainable goals. If you give them a very lofty goal, they will not be able to achieve it. And if you give them very low goal, they will not be, they will not feel motivated. They will achieve it. And in that case, we will be having only ideal capacity. Is that it? So, we need, after giving them the sales goals, we need to motivate them so that we can achieve the results. So, this is what sales managers will have to ensure. At the same time, the sales managers will have to coordinate this personal selling efforts with other marketing functions. Suppose the Indian organization, the marketing research is there. So, the marketing research people might be interested in knowing about what is happening in the market. So, that information will have to be provided by the sales people. Because they are the linking, right? They are the linkages with the market, the company and the market. The linkages are established by the company's sales people. So, sales managers will have to coordinate the personal selling operations with other marketing functions. Like, say, marketing research. Even advertisement, you know, sales promotion, at what time that discount, gift, coupons, lottery, etc., should be launched. If we give this, how that will be coordinated by the sales post in the field level. So, this requires coordination. We just cannot see sales management in isolation. So, if you are asked to describe the role of sales management, then you will have to answer in this way. That's sales managers. What are the basic functions? Requirement, selection, training, motivation, compensation. And then the second part is, the sales managers, not only management of the sales post, they will have to establish the coordination with other marketing functions of the company. So, what are the functions of sales managers? Sales planning and budgeting. Say, you are Mr. So and so. You are having a sales territory. You cannot cover the entire sales territory. So, you will divide your sales territory. You are the area manager. So, you will divide your area into certain, say, territory, sales representatives. Mr. Y, Mr. Z, right, like that. So, Mr. X will be having this target. Mr. Y will be having this target. Mr. Z will be having this target. So, you will have to plan their targets. You will have to plan their quotas. Then you will have to budget. That in order to achieve these sales, what are the type of explanation that they will have to incur. So, sales planning and budgeting. Then this sales planning and budgeting, you cannot just do it in hands. This needs to be backed up by overall estimation of the demand. So, estimation of the demand and forecasting sales based on the demand that this could be the demand level of the customers based on this demand. Right, the sales in this particular territory would be like this. For a new product, the demand may not be that high. For an established product, the demand is already high. So, for the established product as a sales manager, the sales manager is required to maintain the demand. But for a new product, the sales managers will have to, will be required to increase the demand. To increase the demand for the new product, to increase the awareness for the new product because many people may not know about the new product. So, estimating demand and forecasting sales. Then determining the size and structure of sales organization. Say, for a national level marketing organization, say India. So, what could be the size and the structure of the sales organization? One could be say, a zonal manager. Northern zone, Indian, Eastern zone, Western zone, Southern zone. Within the zones, there could be area managers. Suppose within Eastern zone, there could be a zonal manager, say area manager for Bihar. Area manager for Udisha. Area manager for the North Eastern states. Under the area manager, suppose for Assam, there is one territory manager. Say, Monipur and Mijoram together, another territory manager. Ounasal Portes and Nagaland, suppose another territory manager. We are having, say, three to four territory managers. Under those territory managers, there could be territorial sales representatives. Say, one representative will say, Lower Assam. Another is in, say, Upper Assam. Another is in, say, Barak Veli. So, what could be the structure of the sales organization? Territory representatives, area manager, zonal manager, like that. Then, requiting, selecting and training of the salespeople at all these levels. So that we can achieve the sales objectives at least possible cost. So that we can contribute towards the growth potential and the profit potential of the company. That is basically the basic essence of sales management. That is basically the main requirement, main function of the sales manager. Continuing it further, they will have to allocate the sales force and setting sales quota. Say, territory sales representatives of, say, Assam. He will give us a sales of, say, five crores. Territory sales representatives of, say, Ounasal Portes and Nagaland. He will give us a sales target of, say, four crores. So, someone may be given, it may not be uniform. That everyone will get five crores sales target. It will depend upon the market potential. It will depend upon the, suppose in Assam, Guwahati metro is there. So, Guwahati itself will absorb lots of demand. And Guwahati itself will also cater to the other north-eastern states. So, other north-eastern states. So, sales target could be less. So, compared to Guwahati, reaching the different parts of Manipur, different parts of Nagaland will require more efforts, will require more travel time. So, the sales manager or the journal manager will see all these intricacies. Logistics, geographical terrain, transportation possibilities. And accordingly, they will fix the sales quotas. Then, they will have to compensate. They will have to give them salary. They will have to give them incentives. They will have to motivate them. They will have to lead them together. They will have to have the conferences to discuss the things. And then, they will have to be evaluated also. Whether someone could achieve the sales target or not. Say, for Assam representative, the sales target was five crores. But he has not been able to achieve this. Why? Say, there was a very flat. There was some flat. There could be some natural digestors. Or suppose the sales could be exceeded also. Say, it was estimated that five crores. The sales was achieved at six crores. Why? Suppose the government declared the dearness allowance and the people got areas. So, purchasing power increased. So, demand increased. And then, we will have to monitor the overall marketing environment. These territory managers will have to give the information about the market, how the market is moving, what the competitors are doing. They are basically, as I have told you, they are the basic links of the company and the market. They will have to give continually required information, relevant information, reliable information to the marketer. So, these are the basic functions of sales managers. So, dear learners, hope you have been able to understand the role and functions of sales managers. So, if you are asked to answer a question that describe the functions of sales managers, you can describe the functions of sales managers in terms of these headings. And then, you can give a brief explanation of this. Thank you.