Funciones of a Financiar Management | Sales Management Procesos

Business, Fature

As a company grows and develops more activities, the functions of the financial manager are increasingly important, since they are oriented to financial and investment decisions, always maintaining the negotiating mentality of obtaining the best results for the company. Company and its shareholders.

Business Study Notes presents that financial management is a fundamental administrative unit of the organization of any company or organization, in which financial resources are managed, its category is of a high executive nature. It depends directly on the General Management and under his command are the departments of: General and Cost Accounting, Treasury, Budget Programming, etc. The main tasks of the financial manager are:

Analyze the financial statements and ensure that they are timely and reliable.

Prepare cash budgets.

To assist in the purpose of maximizing the equity of the shares

Maintain a healthy balance between liquidity and profitability.

Distribute funds among the various areas of the company.

Set policies on asset management.

Define the capital structure.

Know the economic situation of the country and the trends of the world economy.

The Sales Management Process

The sales management process, or the process of good management of the sales force of a company, includes three steps to follow in a sales program:

  1. Formulation. The sales program must take into account the factors of the environment facing the company. Sales executives organize and plan the general activities of personal sales and add them to the other elements of the company’s marketing strategy. The first part of the book addresses the process of formulation.


  1. Application. This phase, also called implant comprises selection of sales staff appropriate and design and implements policies and procedures that will put efforts towards the desired objectives. The second part of the book deals with the application process.

  1. Evaluation and control. The evaluation phase involves developing methods to observe and evaluate the performance of the sales force. When performance is not satisfactory, evaluation and control allow adjustments to the sales program or its application. The third part of the book deals with the process of evaluation and control.

The Functions of sales force management summarizes the specific activities involved in these three processes, as well as the variables that influence them. The model serves as a map of the general process management sales: formulation, implementation and evaluation.

These three main aspects of sales management will be addressed at the beginning of each of the three parts of this book.

Now study the model carefully and familiarize yourself with its dynamics. You will notice that the external environment and the internal environment (also known as organizational) interact with the other aspects of the model. Before seeing the formulation, application, and evaluation and control of a sales program, it is necessary to understand well the basic external and internal factors of the environment that can affect the manager’s ability to manage the remaining aspects of the model. On the external side, the demands of potential customers and the actions of competitors are two obvious environmental factors. Other external environmental factors, Such as energy prices, technological advances, government regulations and social concerns, affect a company’s sales initiatives. For example, when the price of gasoline rises, it would be good to believe that sales managers ask their sellers not to make unnecessary trips on company cars.

At the organizational level, factors such as human and financial resources, production capacity, and company research and development experience help or hinder the ability of the sales force to attract customers or expand their market share.