SALES MANAGEMENT:

1. "The planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal sales force."
   - The American Marketing Association defines Sales Management
2. 
   Sales force is appointed as to control or manage the total sales of the firm. And the same procedure is followed by the Lakme sunscreen.
3. Sales Force Objectives: A Sales Force of the particular sunscreen(i.e. lakme sunscreen) will have one or more of the following tasks:

• Information gathering - market research
• Targeting - allocation of time between prospects and customers
• Communicating - info about company and products
• Selling - Approach, presentation, answering objections, closing sales
• Servicing - consulting, technical, financing, etc

1. 
   Sales Force Structure
   

   
   • Territorial - each representative gets own piece of land to work equally divided by workload or potential, result is no customer confusion as to who the rep is
   • Product - generates specific product knowledge
   • Market - industry or customer type delineation                                                                                                                                                                                                                                            

   
   

   Managing the Sales Force

   Recruiting and Selecting Reps
   

   1. Determine what you want your sales people to be like
   2. Recruitment
   3. Select the best applicants
   4. Train the new reps - vital to protect company image as well as get orders - Program should have the goals of having reps:
   • know and identify with the company - what has the company done
   • know the company's products
   • know the customers, and competition characteristics
   • know how to make an effective presentation
   • understand field procedures and responsibilities - dividing time between active accounts and prospecting etc.                                                                                                            
     
                 

   Supervising the Sales Force: Training or supervising the employees plays a great role in an organisation.                                              
2. Motivating Sales Reps - often not too difficult as sellers are usually self motivated. Supervisors must work through expectancy theory: 1) Hard work will get sales -2) Sales will get you a reward, and 3) you will like the reward. All three are linked.
3. Sales Quotas - three schools: High quotas to spur effort, Modest - to achieve buy-in, Variable - to account for differences between sales people.
   
   Supplemental Motivators - sales meetings and contests provide social occasion to meet, share ideas and accomplishments, or get extra effort from the force.
   

   1. Lakme sunscreen involves Personal selling as a promotional method in which one party (e.g., salesperson) uses skills and techniques for building personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value.
4. 
   
   Lakme does all these functions or basically goes through this procedure and manages its growth and failures for its product sunscreen.