SALES MANAGEMENT

Sales management is the attainment of an organisation's sales goal in a n effective and efficient manner through planning, staffing, training, leading and controlling organisational resources.

The traits of a good sales team are as follows:

• Enthusiasm
• Persistence
• Self Confidence
• Initiative
• Commitment
• Street Smart

The sales force at HUL are prepared extensively to meet all these traits before setting them out to the actual industry. Once recruited, there is a mandatory training period of 1 year that the employee has to go through. During this period the employees are exposed to different situations and are provided with assistance to cope with the same. Periodic assessment are carried out and based on the performance, only those employees who are sought to be a fit to the position are certified and allotted suitable designations.

Dove welcomes all feedback of its customers through its websites to follow up. As a brand it has understood that providing the necessary customers satisfaction is as crucial as making profits and have been working with its heart and soul to achieve the same. It indulges in the minds of its customers a sense of trust and care.

A sales activity management process would involve the components depicted in the figure

Source: http://www.4cplus.com/images/sales-m2.jpg

HUL has been efficient and has managed to be the best at all the above shown components and thus is enjoying the leverages of being the market leader.