Sales management

The present paper describes a proposed study that is intended to examine the problem concerning sales management. Nowadays sales management plays a significant role in organization effectiveness, as market conditions require active sales due to pressure from competitors. Furthermore, many companies attempt to recognize sales management system and it is important to ensure that these changes will be useful for the organization.The present research aim is to develop activities for improving the sales process for company in order to enhance organizational performance. The subject of the research is the quality of the paper sales process in one of the subsidiary, and the object- this certain subsidiary. The present study describes the process of sales management, which includes several steps such as sales program development, sales program implementation, and finally assessment and control.In the practical part of the paper will be analyzed an example of trading company, which sales paper and cardboard for printing production and office. During this paper the stages of sales process and characteristics of the company will be considered, as well as market in which it operates. In connection with this information proposals to improve the sales process will be developed.The study found that competent management work and cooperation between marketing and sales are required for company’s success and their efforts should increase sales effectiveness. The manager should control sales staff, to notice their strengths and weaknesses, motivate and train them. Marketing department should provide them relevant information about new products, market changes and create effective messages for customers.