Sales Management

1. 1. Sales management is the discipline of maximising the benefits a company and its customers receive from the efforts of its sales force. 
   2. Glaxo spends less than 4% of sales on research and development in the consumer unit, compared with 15% prescription drugs. Horlicks, in India, sold twice as much as Thumbs up soda and earned 50 % more revenue than Tata tea.There is a huge demand of nutrition-related products in India because of high malnutrition rates among the Indian population. . The company plans to spend as much as £40 million ($62 million) to boost production capacity at its three Horlicks plants in the country. Glaxo’s consumer health sales in India totaled about £350 million, or 9 percent of global sales for the division, in the nine months through September. Worldwide sales including pharmaceuticals were £20.4 billion in the period.