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s s s s s s s s s
Prepares budgets Sets goals and objectives Estimates demand and sales Determines sales force size and structure Recruits, selects and trains Designs territories/setting quotas Compensates, motivates and leads Evaluates performance Sells!!
THE CHALLENGE OF SALES MANAGEMENT s s s s s s s Utilization of different sales channels Globalization of business Emphasis on ethics Longer selling cycles/More decision makers Partnerships Custom-made business solutions Emphasis on quality .
.ETHICAL ISSUES s Ethical considerations should be integrated into decisions and not considered after decisions have been made.
THE LIFE OF THE SALES MANAGER s s s s s s s s s Travel Paperwork Meetings People Sales Selecting Employees Fire Fighting Market Exposure Managing .
SALES MANAGEMENT SKILLS Leadership Skills s Communication Ability s Ability to “See the Big Picture” s Ability to Manage Himself/Herself s A high level of Ethical and Social Responsibility s Empathy and Enthusiasm s .
ETHICAL ISSUES s Ethical considerations should be integrated into decisions and not considered after decisions have been made. .
t : Sales People Level of Sales pressure s Territory Decisions s To Tell the Truth ? s The ILL Sales person/family problems s Employee Rights s .Ethics : w.r.
Ethics : w.t : Employer Misusing Company Assets s Moonlighting s Cheating s Undermining Colleagues s Technology & Other thefts.r. s .
Ethics : w.r.t : Customers Bribes & Gifts s Misrepresenting s Omission s Price Discrimination s Tie In Sales s Reciprocity s .