Scribd
Upload
384 views

Sales Audit

A sales audit examines all aspects of the sales process from systems to personnel. It involves a thorough evaluation and analysis of customers and sales plans. Audits can be internal, external, or a combination. Information technology plays an important role in sales management by providing 24/7 access, up-to-date product and competitor information, and tools like CRM and inventory management. Legal and ethical issues in sales management include ethical treatment of salespeople and customers through honest practices, fair compensation and territories, and avoiding misrepresentation or bribery.

Uploaded by

merc9876
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
384 views

Sales Audit

A sales audit examines all aspects of the sales process from systems to personnel. It involves a thorough evaluation and analysis of customers and sales plans. Audits can be internal, external, or a combination. Information technology plays an important role in sales management by providing 24/7 access, up-to-date product and competitor information, and tools like CRM and inventory management. Legal and ethical issues in sales management include ethical treatment of salespeople and customers through honest practices, fair compensation and territories, and avoiding misrepresentation or bribery.

Uploaded by

merc9876
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 9

SALES AUDIT

A sales audit is an examination of the entire sales process, from the systems it uses to the people who use them. Focus - thorough evaluation and analysis - customer - sales plan

Types Audits can be internal, external, or a combination of both Process

ROLE OF INFORMATION TECHNOLOGY IN SALES MANAGEMENT Meaning of information technology In simple words, information technology means the technology used to collect, process and transmit information. Role of information technology in sales management 1.24 hrs access-

Easy management of geographically dispersed salespersons Instant new product information and current product update 4.Information about competitors and their product. 5.Contribution of Sales management in organisational objectives Tools used in IT in case of Sales management 1.Point of sales system 2.Inventory management services 3. Customer Relationship Management (CRM) 4.Designing sales territories

LEGAL AND ETHICAL ISSUES IN SM Ethics are the codes of moral principle and values that uphold the behaviours of a person or a group with respect to what is right or wrong.
ETH IC AL BEHA VIOR The term ethical behaviour refers to how an organization ensures that all its decisions, actions, and stakeholder interactions conform to the organizations moral and professional principles.

ETH ICS IN DEALING WI TH SALES PEOPL E 1. Degree of sales pressure to apply on a salesperson 2. Decision on a salespersons territory 3. Honesty with the salesperson 4. Medical rights of employee -1 Free will Termination: -2.Privacy

SALES PEOPL E ETH ICS IN TH E OR GANIZA TION 1 Misusing the Company Assets Moonlighting Cheating Salespeson actions that may have negative effect on other salespeople Technology T heft

ETH ICS IN DEALING WI TH CUST OMERS 1.Bribe s 2.Mis repr esenta tion (Missta temen ts) 3. Tie in Sales 4.Exclusiv e Dealer ship 5. Recipr oci ty Legal issues 1.Price Discrimination 2. Price fixing 3. Consumer protection 4. Bribes

You might also like