Marketing Management 3(2+1)

Lesson 28 : Functions of Sales Organization

Functions Of Sales Organization

According to Bolling, following are the functions of the sales department.

1. Investigation and analysis of products and market, i.e. product and market research.
2. Adoption of sound sales and marketing policies.
3. Prices and terms of sales.
4. Branding, packaging, and labeling.
5. Channels of distribution.
6. Selection, training and control of salesmen.
7. Territory allocation and quota setting.
8. Remuneration and promotion of salesmen.
9. Advertising and publicity.
10. Sales forecasting, sales campaigns, sales programmes.
11. Warehousing of goods at convenient centers for prompt replacement of stocks.
12. Sales promotion activities.
13. Selling cost and budgetary control.