ood health generates energy and energy is needed to sell. Poor health prevents many salesmen fromfulfilling their potentials.
A salesman must be trusted to do his job well. He cannot help but he successful when his customerstrust him.
Interest in his job:
He likes selling and working for the company.
In some business, sales person must also have a through knowledge of the highly specialized productsor services his employer offers. In some cases, this knowledge can be gained only by years of experience.
He must be able to impress upon his customers the idea that his company is the best in the business.
He has the intelligence to understand your products and those of your competitors. He mustknow how to use words, to understand and direct people and to remember names and faces. He should also beable to understand prospective customers and know how to act under varying conditions.
He must have more than just an interest in selling. They live in the present and not in the future. Theydo want power over others and prefer not to work under close supervision.
Sales Manager: Role and Skills
The sales manager is the most important person in a sales organization so, all activities are based on his functionsand responsibilities. Following are some of the principal duties of a sales manager: Organising sales research, product research and such other research activities.
etting the best output from the sales force under him. Setting and controlling the targets, territories, sales experiences, distribution expenses, etc. Advising the company on various media, sales promotion schemes, etc. Monitoring the company's sales policies.
Sales manager as sales coordinator
The sales manager performs the function of a coordinator and ensures that the other departments in the companyare well informed of sales activities so that they can produce what is required, when it is required and whether thesame can be produced with the existing facilities or it requires changes and so on.The sales manager also carries out coordinating work with the distribution network.
Sales manager as controller
Sales manager should act as per the objectives set by the organization and exercise control over his staff so thatthey may look for advice and may give their best efforts to bring results. He should analyze present condition of the firm, make plans for future and find ways to achieve those plans.
Sales department is responsible for the sales of the products at the best available prices in the givencircumstances. Salesperson produce volume sales as per targets, and he sell the product at a price which maygenerate profit for the company. After all it is positive financial results that add position and power to the salesmanager and bring credit to the sales department.
Sales manager skills
A sales manager should possess following skills:
iving full attention to what other people are saying, taking time to understand the points beingmade, asking questions as appropriate, and not interrupting at inappropriate times.
Talking to others to convey information effectively.
Using mathematics to solve problems.
Managing one's own time and the time of others.
Actively looking for ways to help people.
Persuading others to change their minds or behavior.
Being aware of others' reactions and understanding why they react as they do.
Understanding written sentences and paragraphs in work related documents.