5Cs of Sales Management

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Parag Utekar
Student (MBA), India
Marketing could be defined as getting the right product to the customer at the right time and in the right place. Whether this happens or not would, especially in B2B Marketing, depend to a large extent on how well the sales structure is organized. When considering Sales any company must consider five main factors all starting with a C when making any major decisions wrt Sales: Capacity, Control, Coverage, Cost, and Conflict. Capability: The starting point of any sales decision is to assess whether the company has the ability to create a sales force with the necessary skills to meet the customer requirements. The company should ask questions like "What do we need our salespeople to do?" and "Are the available, recruited salespeople capable of completing the tasks?" The company should also consider the tradeoffs involved in serving the customers in other ways, such as a distribution channel with agents or value-added retailers. Control: A direct sales force provides companies with (...) Read more? Sign up for free

 

More on Sales Management
Summary
Forum
5Cs of Sales Management
🔥Virtual Selling Process Due to Internet and Covid
Approaches for Sales Pipeline Management / Sales Funnel Management
How to Align Sales Strategies with Corporate Revenue Targets?
Integrating Sales and Marketing
Metrics for Tracking Sales Performance
Understanding the Buying Process in Major Accounts
How to Implement Strategic Account Management?
Key Account Management
Best Practices
Sales versus Marketing
Sales versus Business Development
B2B Sales of New Products
How to Motivate the Sales Force?
Sales Strategies | Selling Strategies
7 Steps of the Selling Process
Sales Methods, Models and Theories
Special Interest Group

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