Sales & Distribution

Management
Types of sales position
 CEO/PRES
IDENT
STRATEGIC / TOP LEVEL
V.P SALES / MKTG SALES LEADERS/ MANAGER

NATIONAL SALES
MANAGER
TACTICAL / MIDDLE
LEVEL SALES
REGIONAL / ZONAL / DIVISIONAL MANAGERS
SALES MANAGER

OPERATIONAL /
BRANCH / AREA / DISTRICT/ SALES MANAGER
FIRST LEVEL SALES
MANAGER

SALES TRAINEE / SALES PERSON / SALES REPRESENTATIVE

STRATGIC OR TOP-LEVEL
MANAGER

 Often called vice president or G.M or National

sales manager

 Responsible for long term marketing or sales

planning including scanning external environment,
setting long-term and short-term objectives and
goals, developing strategies for achieving them,
making decision for implementing strategies and
action plans and controlling the performance
 MIDDLE LEVEL / TACTICAL
SALES MANGER

- Position like Regional, Zonal or Divisional

sales manager,
- Responsible to manage several branches
or district reporting to them and also to
implement the strategies and action plans
approved by the top management
FIRST-LINE SALES MANAGER

- It’s a sales management titles such as

branch sales managers, area sales
manager or district sales manager
- Directly responsible to achieve sales
goals and objectives by providing day to
day supervision to sales people
- They implement the procedures and
rules decided by higher level of
management
STAFF SALES
MANGEMENT POSITION
 Medium and large sized organization
 Arrange assistance or help to the line
sales managers and the sales people/
sales representative and sales trainee
 Ex: sales training manger, customer
service manager or sales co-
ordination