MANAGEMENT PROCESSES

Four important management processes are planning, controlling, organizing and leading. Decision making is an integral part of management process as all the other four processes involve Decision making. A particular manager may be more concerned with say, controlling and organising, while another may be more concerned with planning. The degree of involvement with each of these processes may vary from manager to manager, but essentially all managers have to be concerned with these processes. We shall first take up the planning process because only when there is planning can the other processes follow in logical sequence.

PLANNING

Planning is the most basic and pervasive process involved in managing. It means deciding in advance what actions to take and when and how to take them.

Planning is needed, firstly for committing and allocating the organisation's limited resources towards achieving its objectives in the best possible manner and, secondly for anticipating the future opportunities and problems.

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SALES MANAGEMENT

Selling is done by the salesforce either directly to customers, such as in case of industrial salesmen or to retailers, as in case of salesmen merely supplying shopkeepers and inducing them to stock the goods.  

In both cases, the effort of the salesmen contributes to the overall sales turnover of an organisation. The advertising effort and the sales effort are to a certain extent interrelated. The main function of advertising is generally before the actual selling occurs. The customer looks at advertisements and is thus induced to go to the shop or wait for the salesman and make his purchase. The salesman's job is to hand over the merchandise against exchange of money and provide satisfaction to the customer. Besides, he also some times has to provide after-sales service. In terms of selling, the role of a salesman can be sub-divided into several stages. These are:

1) Prospecting, i.e. trying to find out likely customers who are called Prospects.

2) Pre-approach, i.e. trying to find out more about the customers, before actually meeting them.

3) The Approach, i.e. when the-salesman actually communicates with the prospect with a view to sell the product.

4) The actual selling where he Answers Objections and Closes the sale.

5) In addition to this, he may also provide services such as giving technical Assistance, arranging credit facilities and expediting deliveries.

6) Collecting Information useful for the organization.  

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