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hello everybody my name is Richard Rodriguez and this is principles of marketing 305 today I'm going to talk to you about Sales Management and the sales management process Sales Management encompasses three things a sales plan formation B Sales plan implementation and C Salesforce evaluation sales plan formation encompasses three things a your selling objectives B organiz organizing a Salesforce and C developing account management policies let's go over a first a your selling objectives your selling objectives is basically your goals or your quotas that must be met by your sales team your your organization of the Salesforce has two questions a do we want an in-house sales team or B A contracted sales team from outside the firm then C developing account management policies these policies are basically the day-to-day operation of the Salesforce and how they're going to go about selling the various products that are particular company uh offers after to sales plan formation we have implementation implementation is basically uh as a name says implementation we're going to implement our sales our sales uh our sales plan and under sales plan implementation we have a sales team recruitment B sales team training and C sales team motivation compensation sales team recruitment is basically recruiting the right people to sell your product to your various customers you want to recruit these people the right type of people actually because you need them to be motivated and be willing to sell a particular product whatever product your company offers say and B your sales team training and your sales team training basically is continuous training of the various product your firm offers for new and season uh sales team and then C is the sales team motivation and compensation which is basically your sales team needs to be motivated to sell a product and they need to be uh rightly compensated but under there there's four rules for a motivated sales team a a clear job description b effective sales practices C they have to they have to have a personal need for achievement and D the right incentives or rewards in in order to motivate the employee to sell to meet your sales quter or exceed your sales quota and after sales plan implementation we have Salesforce evaluation which is a quantitive or B behavioral quantitive is basically input versus output your input being your sales calls and your selling expenses and your oppa being your your sales quitter beating your sales quitter that the firm places upon you then under B which is behavior basically your behavior towards your customers the selling skills your communication skills to help you sell the various products that a firm offers and your Comm your communication skills can be anything from communicating to the customer to communicating to your production team to communicating to your sales manager or any other member on your sales team these are the three things that Encompass that Encompass a successful sales manager or sales management process in order for a fir to be successful we went over sales plan implementation or formation sales plan implementation and Salesforce evaluation these three things are I believe the Cornerstone for a successful firm to be successful in the Salesforce or in the particular field once again I I went over sales plan formation sales plan implementation and Salesforce evaluation and the key drivers behind these three things and upon my further upon my research I also uh I used the the 11th edition of marketing Karen Harley and rud's uh marketing book so with that said I am done and I hope uh you understood sales sales management or the sales management process and how to implement it and what what it what the things consist of the sales management process thank you