Download VTU (Visvesvaraya Technological University) MBA 4th Semester (Fourth Semester) 16MBAMM401-Sales Management SM Module 6 Important Lecture Notes (MBA Study Material Notes)
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
? TIME MANAGEMENT REFERS TO MANAGING
THE TIME EFFECTIVELY SO THAT RIGHT TIME
IS ALLOCATED FOR RIGGHT JOB.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
? TIME MANAGEMENT REFERS TO MANAGING
THE TIME EFFECTIVELY SO THAT RIGHT TIME
IS ALLOCATED FOR RIGGHT JOB.
? Developing a series of personal goals
? Preparing a daily to do list
? Maintaining a planning calendar
? Using High ? tech equipment
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
? TIME MANAGEMENT REFERS TO MANAGING
THE TIME EFFECTIVELY SO THAT RIGHT TIME
IS ALLOCATED FOR RIGGHT JOB.
? Developing a series of personal goals
? Preparing a daily to do list
? Maintaining a planning calendar
? Using High ? tech equipment
? Plan effectively
? Communicate clearly
? Don?t accept every problem
? Find ways to get educated
? See the team effectively
? Prioritize the function
? Set weekly goals
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
? TIME MANAGEMENT REFERS TO MANAGING
THE TIME EFFECTIVELY SO THAT RIGHT TIME
IS ALLOCATED FOR RIGGHT JOB.
? Developing a series of personal goals
? Preparing a daily to do list
? Maintaining a planning calendar
? Using High ? tech equipment
? Plan effectively
? Communicate clearly
? Don?t accept every problem
? Find ways to get educated
? See the team effectively
? Prioritize the function
? Set weekly goals
? Better market coverage
? Reduced selling cost
? Improved customer service
? Accurate evaluation of sales force personal
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
? TIME MANAGEMENT REFERS TO MANAGING
THE TIME EFFECTIVELY SO THAT RIGHT TIME
IS ALLOCATED FOR RIGGHT JOB.
? Developing a series of personal goals
? Preparing a daily to do list
? Maintaining a planning calendar
? Using High ? tech equipment
? Plan effectively
? Communicate clearly
? Don?t accept every problem
? Find ways to get educated
? See the team effectively
? Prioritize the function
? Set weekly goals
? Better market coverage
? Reduced selling cost
? Improved customer service
? Accurate evaluation of sales force personal
? Who is termed as sales manager?
? How do you define sales person?
? Define specialty salesman.
? Define manufacturer salesman.
FirstRanker.com - FirstRanker's Choice
MODULE 6
? The sales manager is the person responsible
for leading and guiding a team of sales
people.
? Sales person is a individual who sells goods
and services to other entities.
? Determination
? Sincerity
? Integrity
? Loyalty
? Courage
? Industrious- hard worker
? Self management
1. Administrative sales manager
2. Field sales manager
3. Administrative-cum-Field sales manager
4. Assistant sales manager
5. Product line sales manager
6. Marketing staff manager- reserch,
promotion
7. Divisional/Regional sales managers
8. Branch sales manager
9. Sales supervisor
? 1. Administrative sales manager:
Administrative sales managers are found normally
in highly integrated sales organisations selling
multiple lines of products in national and
international markets.
He is known by alternative titles such as ?vice
president?, ?in-charge of sales?, ?director of
marketing?, ?general sales manager? and
?marketing manager?.
2. Field sales manager:
The field sales manager or operating sales manager
is a line sales executive reporting directly to the
administrative sales manager.
Operative sales manager works under the
direction, guidance and supervision of the
general sales manager.
3. Administrative-cum-field sales manager:
? In case of smaller organisations, we come across
such sales manager who combines the functions of
administrative and executive sales officer.
? Generally speaking, administration and field
operations cannot go together. However, size and
economy points force many units to combine the
distinct roles of administration and field operation.
4. Assistant sales manager:
? Generally, the administrative sales manager is
assisted by Assistant sales manager in the
administrative functions of planning, analysis,
direction and coordination.
? He coordinates the work of sales staff that is
specialized in advertising, sales-promotion,
research, merchandising and dealer relations.
5. Product-line sales manager:
? A company that markets variety of products has
such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
6. Marketing staff manager:
? As the title suggests, the Marketing staff manager is
not a line-officer. He is one of the staff specialists
who are delegated some of the responsibilities of
administrative sales manager.
? These are the specialists in the areas of marketing
research, sales-promotion, merchandising,
advertising, sales planning, sales personnel,
distributor/dealer relations, sales costs, budget
sales finances, traffic, sales office administration
and service and the like.
? These staff managers being non-line officers have
no field tasks.
7. Divisional/regional sales managers:
? In all the national organisations, one comes
across these Divisional or Regional sales
managers.
? These are also known as District sales
managers who are responsible for the
delegated sales operational duties on a
territorial basis.
8. Branch sales mangers:
? In case of sales organisations that operate
branches or local sales offices in major cities
of the country, one is to come across such
Branch sales managers.
? Branch sales manager is a line executive
responsible for the direction of a small group
of salesmen calling on consumers or dealers
in the branch area.
9. Sales supervisor:
? A sales supervisor is a line sales manager who
supervises normally eight to fourteen
salesmen.
? He is seen in branch sales office of a national
sales organisation having branches all over
the nation.
? Planning
? Staffing
? Training
? Leading
? controlling
?
? Determining the sales force objectives and goals
? Finalizing the sales force organization, size, territory, and
quota
? Forecasting and budgeting sales
? Selecting, recruiting and training the sales force
? Motivating and leading the sales force
? Designing compensation plan and control systems
? Designing career growth plans and building relationship
strategies with key customers
? ?understand who can perform a particular task
? Meeting the sales targets
? A sales manager devises strategies for competitor handling
? Map potential customers and generate leads for the
organization
? Brand promotion
? Maintaining and improving relationships with the client.?
1. Physical qualities
? Good appearance
? Body language
? Sound health
? Pleasing voice
2. psychological or Mental qualities
? Quick action
? Imagination
? Self confidence
? Enthusiasm
? Creative
? Initiative
? Observation
3. Intellectual Qualities
? Mental capacity
? Sound judgment
? Receptiveness
? Ability to teach
? Planning sales
? Advising management
? Selection and appointment
? Coordinating and directing
? Training the sales force
? Allocation of territory and quota
? Compensating the sales personnel
? Maintaining the sales office
? Controlling the sales activity
? Studying market conditions
? Sales promotion
? A sales person is an individual who sells
goods and services to other entities.
? Success measured on amount of sales done in
a particular given time.
1. Sound health
2. Body language
3. Pleasant voice
4. Good appearance
5. Cheerfulness
6. Imagination
7. Initiative
8. Observation
9. Self confidence
10. Memory
11. Sociability
12. Tact
13. Cooperative
14. Courtesy
15. Effective communication
16. Honesty
17. reliability
1. Building product awareness
2. Creating interest
3. Providing information
4. Creating demand
5. branding
1. Manufacturers salesman
i. Promotional salesman- new product
ii. Dealers servicing salesman- expand market
iii. Merchandising salesman- branding
iv. Specialty salesman
2. Wholesalers salesmen
i. Outdoor salesman
ii. Indoor salesman
3. Retailers salesman
i. Outdoor salesman
ii. Indoor salesman
4 . specialty salesman
5. Industrial salesman
6. Exporter?s salesman
1. Diagnostic
2. Analyst
3. Information provider
4. Strategist
5. Tactician
6. Change agent
1. Maintaining customer records & feedback
2. Providing service
3. Complaint handling
4. Maintain market awareness
5. Meet bottom line
6. Maintain Relationships with customer
7. Manage a territory
8. Negotiate contracts
1. Knowledge of self
2. Knowledge of firm
3. Knowledge of product
4. Knowledge of competitors
5. Knowledge of customer
6. Knowledge of selling techniques
? TIME MANAGEMENT REFERS TO MANAGING
THE TIME EFFECTIVELY SO THAT RIGHT TIME
IS ALLOCATED FOR RIGGHT JOB.
? Developing a series of personal goals
? Preparing a daily to do list
? Maintaining a planning calendar
? Using High ? tech equipment
? Plan effectively
? Communicate clearly
? Don?t accept every problem
? Find ways to get educated
? See the team effectively
? Prioritize the function
? Set weekly goals
? Better market coverage
? Reduced selling cost
? Improved customer service
? Accurate evaluation of sales force personal
? Who is termed as sales manager?
? How do you define sales person?
? Define specialty salesman.
? Define manufacturer salesman.
? What are the features of successful sales manager?
? Describe the objectives of sales person.
? Write short note on manufacturers salesmen.
? Give the requisites of effective sales person.
? Discuss various types of sales manager.
? Explain in detail functions of sales managers.
? Describe the qualities of a salesperson.
? Write a note on time management. Explain the methods of
time management.
? Give the guidelines for management of time by salespeople.
? Explain the importance of time management for sales
management.
FirstRanker.com - FirstRanker's Choice
This post was last modified on 18 February 2020