What are the basic principles underlying sales and sales management?

Factual Questions
1

What are the basic principles underlying sales and sales management?

Also, what are the basic forecasting and budgeting techniques?

2

Hie thee to a good university library, and find a reasonably current textbook on the topic.

Next week: basic principles of risk management.

3

  1. Try and sell a lot, preferably at more than it cost you to produce.

  2. Try and forecast your expenses and profits, and budget accordingly.

Do you have a specific question? Are you expecting an MBA course distilled down here?

4

RS, pay no attention to those guys.

STRATEGIC PLANNING FOR THE PROACTIVE BUSINESS LEADER

Welcome to the Straight Dope!

5

sales - beg or nag until some fool actually buys it.

sales managment - nag, harass,and threaten until someone sells it. After you burn people out, fire them and get new people.

forecasting - (from salesman to sales manger) I won’t be able to sell anything!

forecasting - (from sales manager to salesman) - you will sell everything to everybody, at least twice, and all over again tomorrow, at a better price - or else.

forecasting - (from sales manager to boss) - I will sell more than that scum who are the other sales managers, even though they all have wonderful salespeople, more opportunity, better customers, and easier objectives.
By the way boss, do you know they all hate you?

budgeting - there is no money in the budget. This is especially true is sales managers are competing on how much under budget they come in.

6

Thanks for the link you have been extremely helpful.