Professional Documents
Culture Documents
Chapter 01
Chapter 01
SALES MANAGEMENT:
ITS NATURE, REWARDS, AND
RESPONSIBILITIES
President T o p S a le s L e a d e r s
( S t r a t e g ic )
F ir s t - L in e
District Sales Leader
S a le s L e a d e r s
Assistant District Sales Leader ( O p e r a t i o n a l)
Nonmanagerial Salespeople
Sales Trainee Salesperson Key Account
Top Managers
P la n n in g S t a f f in g T r a in - L e a d in g C o n t r o llin g
in g
35% 10% 5% 30% 20%
Middle Managers
P la n n in g S t a f f in g T r a in in g L e a d in g C o n t r o llin g
28% 10% 10% 30% 22%
First-Line Managers
P la n n in g S t a f f in g T r a in in g L e a d in g C o n t r o llin g
15% 20% 25% 25% 15%
President
Salesperson
Sales Trainee
Copyright © 2001 by Harcourt, Inc. All rights reserved.
SALES MANAGEMENT SKILLS
1. CONCEPTUAL AND DECISION SKILLS
Refer to the cognitive ability to see the organization as a
whole and the relationships among its parts.
2. PEOPLE SKILLS
Involve the ability to work with and through other people and
to work effectively as a group member.
3. TECHNICAL SKILLS
The ability to perform a specialized task that involves a certain
method or process.
C o n c e p tu al an d P e o p le S k ills T e c h n ic a l S k ills
D e c is io n S k ills
T o p S a le s L e a d e r s
M id d le S a le s L e a d e r s
F ir s t - L in e S a le s L e a d e r s
N o n m a n a g e r i a l S a le s p e o p l e