IGNOU BCOS 186 2026 - संगठनात्मक उद्देश्यों की प्राप्ति में विक्रय प्रबंधन (Sales

Question

संगठनात्मक उद्देश्यों की प्राप्ति में विक्रय प्रबंधन (Sales Management) की भूमिका की व्याख्या कीजिए। उपयुक्त उदाहरणों सहित विक्रय प्रबंधक की विक्रय बल की योजना बनाने, संगठन करने, निर्देशन देने तथा नियंत्रण करने से संबंधित जिम्मेदारियों का विश्लेषण कीजिए।

12 Feb 2026

Answer :

Word Count : 535

Sales management plays a pivotal role in achieving organizational goals by ensuring that the sales team is strategically aligned with the broader objectives of the organization. It involves a series of planned activities that contribute directly to increasing revenue, enhancing customer satisfaction, and improving market share. A sales manager’s key responsibilities, including planning, organizing, directing, and controlling, are essential for the smooth operation of the sales function, and each of these functions contributes to the successful accomplishment of organizational goals. The first responsibility of a sales manager is planning, which involves defining sales objectives and determining the best course of action to achieve them. This could involve setting sales targets, identifying target markets, and creating strategies that align with the company’s mission and vision. For example, if a company is aiming to enter a new market, the sales manager must devise a plan to introduce the products or services, positioning them effectively, and setting realistic targets for sales performance. The sales

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