Marketing and Sales Management

Marketing management:

Includes target market which obtains and retains customers through creating excellent value.
The design of product and service is required as per the target market, and pricing, communication, and distribution channel are used to carve a niche in the target market.
These plans with the ultimate aim and objectives of achieving the organization's goals.
Marketing management builds a brand it makes to aware market of the product available.

Sales management:

Sales management includes sales force sales operations, and sales strategy sales analysis, which executes sales techniques through which customers directly where he or she can buy goods & services directly or order specific products.
Every organization has salesman employees and though they boost their sales of the product against their competitors in the marketplace it also deals with managing an organization's sales operation with concern to the actual sales and products.

Difference between marketing management and sales management:

Audience:

Marketing Many people are reached by a single marketing campaign. While Sales happen when one person helps another to get across the line and become a customer

Strategy:

Marketing tries to pull people towards the company or product. While Sales try to push people over the line.

Time Horizon:

Marketing focuses on the long term. How can we grow our sales over the longer term? while
Sales focus on the short term. They are judged on what they sell each day or week.

Targets:

Marketing relies on sales to close deals. while Sales rely on marketing to generate leads.

Buying Cycle:

Develops relationships with new customers and builds long-lasting Short-term relationships to get people to buy.

Buying Cycle:

Develops relationships with new customers and builds long-lasting while Short-term relationships to get people to buy

Promotion:

Promotions are created to resonate with the target audience and anyone who has an influence on the target audience. while Promotions are generally discounts offered to close the deal.

Product

Have a range of products that they shape so they meet the needs of the customer. While Has a product that they need to sell.

The Sales Management cycle

Sales management cycle: Sales cycle management is keeping track of what happens during all of the sales life cycle stages, and adjusting to the buyer based on their behaviors during those key phrases. In sales management, the cycle sales manager looks after and manage all the sales function of the firm sales managers deals with.

Analysis
Planning
Organizing
Direction
Control

Analysis:

Managers analyzed the sales records of the company they gathered all the sales records of the firm they also analyze the reports of the salespeople they also investigate the marketing trends which trends following the market and other environmental factors.

Planning:

In planning, they set some objectives for the firm regarding sales efforts for the purpose they gathered some information on how to achieve these goals & objectives the formulate sales strategies for the firm and policies in order to achieve those objectives. They plan for the future how to gain profit for the firm. Planning is very important.

Direction:

Direction means supervision how to supervise proper supervision is required in sales management. When you made plans for the future implantation of plans work on the plans and achieved your goal with the help of proper communication and leadership it is very easy to achieve business objectives. Leadership is very important in sale management leaders lead the team they provide the direction and in the organization, through proper channel of communication, the organization structure lead the company to implement the reporting cycle of direction to the employee. Every employee to be aware of what their duty is and perform their duty as well according to organizational goals.

Control:

In control, the organization considers the chosen result as compared to the actual result to know what changes are made between the past and the current. According to that result, the organization should need to find out the reasons for the deviation and take action to correct the finding reasons. In the sales cycle, the sales department should need and have the authority to perform the objectives and goals of the organization be achieved.

Organization:

In the sales cycle, the organization is involved to resolve through the structure design of the sales department. The company describes a visual structure of a company what employees’ duties are, whom to report to the proper chain of communication is like in the sales department, the head of the department, or the manager salesman. To report in a proper chain of structural design under organization (making plan, strategy about product and service, satisfaction of the customers, and participation in marketing activities).

Advantages and Disadvantages of Personal Selling?

Advantages of Personal Selling:

Two-Way Form of Communications: It is two-way communication. So, the selling agent can get instant feedback from the prospective buyer. If it is not according to plan, he can even adjust his approach or sales presentation accordingly. which enables a salesperson to adjust the message as she/he gains feedback from the customers.
Effective in Building Personal Relationships: Since it is an interactive form of selling, it helps build trust with the customer. When you are selling high-value products like cars, it is important that the customer trusts not only the product but the seller also. This is possible in personal selling. which is particularly important when purchases take a considerable amount of time to complete (e.g., business-to-business purchasing).
Important in International Sales: Building relationships is also a critical part of the personal selling process when doing business internationally, especially in such areas as Asia and Latin America, where personal relationships between buyer and seller are often more important than seeking the best business deal. It also is a more persuasive form of marketing. Since the customer is face to face with the salesperson it is not easy to dismiss them. The customer at least makes an effort to listen.
Best Promotion for Hard-to-Reach Customers: Finally, direct selling helps reach the audience that we cannot reach in any other form. There are sometimes customers that cannot be reached by any other method. Personal selling is the most practical promotional option for reaching customers who are not easily reached through other methods (e.g., do not response to advertising, public relations, and sales promotions).

The disadvantage of Personal Selling:

It is a relatively expensive method of selling. There is a requirement of high capital costs.
Also, it is an extremely labor-intensive method because a large sales force is required to carry out personal selling successfully.
The training of the salesperson is also a very time-consuming and costly process.
And the method can only reach a limited number of people. Unlike TV or Radio ads it does not cover a huge demographic.
Possibly the biggest disadvantage of personal selling is the degree to which this promotional method is misunderstood as many view salespeople as being overly aggressive or even downright annoying, and only interested in making a quick sale.
Organizations face numerous expenses when utilizing this method of promotion including:
The cost of training a sales team can also be quite high and include such expenses as travel, hotel, meals, and training equipment, and while salespeople are in training, an organization is most likely also paying certain fixed costs including the trainee’s salary, health care, and other expenses (e.g., mobile phone).
Job turnover in sales is generally much higher than it is for other marketing positions. Turnover may leave a company without representation in a customer group (e.g., customers in a geographic region) for an extended period of time while the company recruits and trains a replacement.