When a sales company is graded in the standard, the maintenance service item is replaced by the product guarantee item, which includes not only the quality assurance and return service, but also the evaluation of the perfection of the maintenance network (whether the goods sold by the enterprise can facilitate the consumers to maintain nearby).
Sales management refers to the effective control and tracking of the whole sales process through the functions of sales quotation, sales order, sales delivery, return, sales invoice processing, customer management and price management. It can help the sales staff of the enterprise to complete a series of sales management affairs such as customer file management, sales quotation management, sales order management, customer deposit management, customer credit check, bill of lading and sales delivery processing, sales invoice and customer return and refusal to pay.
Internal information can be shared, so that the leaders and relevant departments of enterprises can grasp the contents of sales orders in time, make production plans and other planning arrangements accurately, and know the accurate situation and data information of each link in the sales process in time. At the same time, by reducing the order preparation time, reducing the error rate, quickly answering customer inquiries, improving the service level of enterprises. The system can be combined with inventory management system, accounts receivable management, production, cost and other subsystems to provide comprehensive sales information management for enterprises.
Marketing management is defined as follows: "Marketing is a social activity and management process in which individuals or groups create, provide and exchange valuable products with others to meet their own needs and desires".
Marketing management is a very important work link in enterprise management. Marketing work must be coordinated with product development, production, sales and finance of enterprises. Only in this way can the overall business objectives of the enterprise be realized and the overall business strategy of the enterprise be effectively implemented. Marketing management is to subdivide the market and select the target market according to the overall strategy of the enterprise's business objectives and strategic business plans, and formulate marketing plans and marketing combinations accordingly, promote the implementation of the plans and supervise, control, evaluate, review and revise the implementation process of the plans.
Modern enterprises attach great importance to sales management, and its fundamental purpose is to increase sales and increase corporate profits. However, it is difficult to achieve a certain degree of improvement simply by relying on people's subjective initiative. Therefore, sales management software was once hot. However, faced with the high cost of software and hardware, the managers of small and medium-sized enterprises can only choose to stop, and the emergence of sales management makes the business owners finally achieve the goal of rapid development.
In this era of fierce competition among enterprises, in order to enhance their sales competitiveness, they often choose to cooperate with service providers who provide sales management software to help enhance the overall competitiveness of enterprises. Chinese and foreign experts and scholars have different understandings about the meaning of sales management. Scholars in western countries generally believe that sales management is sales team management. Philip kotler, an authority on marketing, believes that sales management is to design and control the goals, strategies, structure, scale and salary of the sales team.
Joseph P.Vaccaro, an American scholar, believes that sales management is to solve problems in the sales process, and the sales manager should be a knowledgeable and experienced manager. In sales management, Ralph W. Jackson and Robert D. Siric believe that sales management is the planning, command and supervision of promotional activities.
Chinese scholar Li and others believe that the so-called sales management is to manage the process of directly realizing sales revenue. Sales management can be divided into narrow sense and broad sense; In a narrow sense, sales management refers to the management centered on sales force; Sales management in a broad sense is the comprehensive management of all sales activities.