Sales Management

The objective of any product based organization is maximizing sales by achieving targets. Pepsi with its growth in sales wishes to maintain maximum market share in the soft drink industry. 

Pepsi has a network of distributors and dealers who the sales professional has to interact on a day to day basis to achieve the assigned targets. Handling this network is also one of the many objectives of sales. 

According to the sales funnel, awareness is an aspect one concentrates on to reach people who are not aware of the product and cannot be reached personally. Communication strategies helps here. When the funnel starts narrowing , there are people who drop away or are enticed by competitor products. These can be reasons why the sales of a company may not be always similar even if the communication of the product is effective. Managing promotion campaigns is one of the other goals that Sales Management has.

Since Pepsi is not a serviced based product, therefore there may not be many customer complaints that the company receives. They could definitely get suggestions from loyal customers for a new product. Complaints could come from a distributor if the stock delivered is not on time.

Pepsi holds a substantial market share in the industry and is a strong player as compared to Coca-Cola, who has been its consistent competitor in the category.