Sales management is
a business discipline which is focused on the practical application of sales
techniques and the management of a firm's sales operations. It is an important
business function as net sales through the sale of products and services and
resulting profit drive most commercial businesses.
In the case
of Frooti salesmen are not required. Frooti is a low involvement purchase
product wherein customers just enter a store buy it and leave. Being very
economically priced prior research and study isn’t required. Information regarding the product like its
ingredients is printed on the package itself. People are also very aware of the
product because of the numerous commercials and campaigns. Hence there isn’t
need for assistance and no sales force is required.
However
Frooti has a back end sales team which help devise the selling strategy for the
product. They might decide on which markets to enter and how to enter them.
They are also in charge of keeping a track of the sales records which is
useful for accounting and forecasting purposes.
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