Sales Management

According to American Marketing Association, sales management is defined as the planning, direction , and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, recruiting, supervising, paying, and motivating as these tasks apply to the sales force. Sales management involves 3 inter related processes -

1. Formulation of a strategic sales program.
2. Implementation of the sales program.
3. Evaluation and control of sales performance.

Functions of sales management - 

1. Sales planning.
2. Recruiting/Staffing.
3. Training.
4. Controlling/Directing.
5. Evaluating.
6. Effectiveness/Efficiency.
7. Compensation.

The impact of effective sales management - 

1. Increased sales revenue and profitability.
2. Decreased variability of revenue due to inaccurate forecasting.
3. Increased sales productivity.
4. Increased customer satisfaction and loyalty.
5. Increased salesperson motivation.

Post It in sales management -
Since Post It doesn't have a direct selling methodology, the major areas that is covered in the sales marketing of Post It includes logistics, supply chain management, etc.

Logistics - Planning, execution, and control of the procurement, movement, and stationing of personnel, material, and other resources to achieve the objectives of a campaign, plan, project, or strategy. It may be defined as the management of inventory in motion or at rest.

Supply Chain Management - Management of material and information flow in a supply chain to provide the highest degree of customer satisfaction at the lowest possible cost. Supply chain management requires the commitment of supply chain partners to work closely to coordinate order generation, order taking, and order fulfillment. They thereby create an extended enterprise spreading far beyond the producer's location.