Both sales management and marketing management work to improve business management, but understanding the differences between the two will help you create a better sales strategy.
Learn more from Gareth Cotten, the Head Tutor on the University of Cape Town Sales Management online short course, as he discusses the key differences.
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The differences between sales management and marketing management ties quite closely to the differences between sales and marketing. So with marketing management it’s more about building a plan for how you are going to market a product or service. So it’s looking at customer research and asking what they want, what is the best way to project this product or service that you are trying to sell. It’s about building branding, it’s about building associations, it’s about making people aware of what you actually do have available. Sales management on the other hand is about planning how you are actually going to follow through on this sales process. So ultimately you want to take people who have seen your marketing and you want to convert them into buying, paying customers – sales management is how you do that. So it’s building your sales process, training your sales team, it’s sales planning, it’s running your figures, forecasts and budgets. Sales management is ultimately working together a plan which you can work on to achieve your marketing goals.