{"id":476,"date":"2016-04-25T10:52:16","date_gmt":"2016-04-25T10:52:16","guid":{"rendered":"https:\/\/www.mrpeasy.com\/blog\/?p=476"},"modified":"2020-12-10T14:53:21","modified_gmt":"2020-12-10T14:53:21","slug":"sales-management-manufacturing","status":"publish","type":"post","link":"https:\/\/www.mrpeasy.com\/blog\/sales-management-manufacturing\/","title":{"rendered":"Importance of Sales Management for a Manufacturing Company"},"content":{"rendered":"\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><img loading=\"lazy\" decoding=\"async\" width=\"480\" height=\"420\" src=\"https:\/\/www.mrpeasy.com\/blog\/wp-content\/uploads\/2016\/04\/sales_designers.jpg\" alt=\"Sales Management in Manufacturing\" class=\"wp-image-480\" srcset=\"https:\/\/www.mrpeasy.com\/blog\/wp-content\/uploads\/2016\/04\/sales_designers.jpg 480w, https:\/\/www.mrpeasy.com\/blog\/wp-content\/uploads\/2016\/04\/sales_designers-300x263.jpg 300w\" sizes=\"auto, (max-width: 480px) 100vw, 480px\" \/><\/figure><\/div>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_80 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #343333;color:#343333\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #343333;color:#343333\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.mrpeasy.com\/blog\/sales-management-manufacturing\/#Following_are_the_three_general_objectives_of_Sales_Management\" >Following are the three general objectives of Sales Management:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.mrpeasy.com\/blog\/sales-management-manufacturing\/#Evolution_of_Sales_Management_has_occurred_in_four_phases\" >Evolution of Sales Management has occurred in four phases:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.mrpeasy.com\/blog\/sales-management-manufacturing\/#Characteristics_of_customer_oriented_period\" >Characteristics of customer oriented period:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.mrpeasy.com\/blog\/sales-management-manufacturing\/#Who_are_the_winners\" >Who are the winners?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.mrpeasy.com\/blog\/sales-management-manufacturing\/#How_Sales_Management_helps_to_achieve_that\" >How Sales Management helps to achieve that?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Following_are_the_three_general_objectives_of_Sales_Management\"><\/span>Following are the three general objectives of Sales Management:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li>Generate sufficient sales volume;<\/li><li>Contribute towards current profit;<\/li><li>Ensure continuous growth of the organisation.<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Evolution_of_Sales_Management_has_occurred_in_four_phases\"><\/span><br>Evolution of Sales Management has occurred in four phases:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<!--more-->\n\n\n\n<ol class=\"wp-block-list\"><li>Period before industrial revolution;<\/li><li>Production oriented period;<\/li><li>Sales oriented period;<\/li><li>Customer oriented period.<\/li><\/ol>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Characteristics_of_customer_oriented_period\"><\/span>Characteristics of customer oriented period:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li>Focus is on customer satisfaction;<\/li><li>Emphasis is on \u201cproblem solving\u201d, on customer needs and wishes to achieve customer loyalty;<\/li><li>Marketing means customer satisfaction before, during and after sales;<\/li><li>Business environment is highly competitive, \u201cbuyers market\u201d.<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Who_are_the_winners\"><\/span>Who are the winners?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Those who know how to offer the right products in the right time, with right quality and quantity, at the right place with the right price.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"How_Sales_Management_helps_to_achieve_that\"><\/span>How Sales Management helps to achieve that?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Sales should be co-ordinated with <a href=\"https:\/\/www.mrpeasy.com\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">Manufacturing<\/a> before, during and after manufacturing:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Advice for manufacturing start-ups: sell before manufacturing;<\/li><li>Ask customers about quality, reliability, operational and maintenance problems;<\/li><li>Forward such matters promptly to manufacturing divisions;<\/li><li>They in turn solicit the services of R&amp;D engineers, if needed, for incorporating modifications or re-drafting the User Manual;<\/li><li>Sometimes distributors complain about non-availability of spare parts, or replacement of item returned for repair;<\/li><li>Sales team efforts with other divisions to solve such problems will yield customer satisfaction and goodwill.<\/li><\/ol>\n\n\n\n<p>Our resume: &nbsp;establishing and managing a <a href=\"https:\/\/www.mrpeasy.com\/manufacturing-crm\/\">customer relations management<\/a> process is critical for profitability of the manufacturing organization.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Following are the three general objectives of Sales Management: Generate sufficient sales volume; Contribute towards current profit; Ensure continuous growth of the organisation. Evolution of Sales Management has occurred in four phases:<\/p>\n","protected":false},"author":1,"featured_media":477,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[94],"tags":[13],"class_list":["post-476","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tips","tag-sales-management-in-manufacturing"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Management in Manufacturing<\/title>\n<meta name=\"description\" content=\"Why Sales Management is critically important for Manufacturing company?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.mrpeasy.com\/blog\/sales-management-manufacturing\/\" \/>\n<meta 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