Duties versus Responsibilities

Duty denotes an obligation or moral commitment in which a person is expected to perform,

whereas responsibility states the liability which is assumed or accepted by a person as part of
his job role or position (Surbhi, S., 2019).

Duty versus Qualification

According to Surbhi S (2019), duty implies an obligation or moral commitment which an
individual is expected to perform while qualification is a quality or accomplishment that makes
someone suitable for a particular job or activity.

Responsibilities versus Qualification

Responsibility refers to the liability which is assumed or accepted by a person, as part of his job
role or position. On the other hand, qualification is a quality or achievement that makes a
person suitable for a particular job or activity (Surbhi, S., 2019).

Pros and Cons

A salesman has duties and responsibilities which are the following:

✓ Sales programme: Formulates the sales objectives both short-term and long-term in
consultation with the marketing department. He takes steps to realize these objectives for
which he prepares detailed sales programmes. These programmes improve our competitive
position, and control the selling and distribution costs.
He formulates and reviews policies related to sales,
pricing, distribution, promotion. He designs sales strategies.

✓ Organization: He builds his own sales organization to achieve the sales objectives. He heads
this organization, and provides the leadership. He develops the individuals within this
organization, and compensates them in such a way that they perform well.

✓ Salesforce management: He decides about the sources of recruitment; and design the
selection process for sales personnel. He is responsible for directing the salesforce. He is
responsible for training and development. He makes training continuous. He provides for
replacements and promotion. He motivates his staff so as to make them achieve the goals. He
puts into effect the supervisory mechanism on the field force.
✓ Relations: He coordinates with the other departments, and the CEO so as to attain corporate
objectives through the sales objectives. He establishes a rapport with the trade and helps the
trade to train its manpower.

✓ Communications: He informs the marketing manager about the progress or otherwise of the
sales function. He establishes a two-way communication system with his salesforce.

✓ Control: Sales being a key input in production planning and control, he keeps in touch with
the
manufacturing department. He tries to budget the sales, measures the performance against the
budgeted figures and takes the corrective action. He delegates his authority down the line. He
controls the reporting activity. He sets the performance standards, and undertakes
performance appraisal.

As for the qualifications, the salesman must have the following abilities do help in effective
management of a sales job:
- Must visualize what his exact role is and what duties and responsibilities are expected of him.
- Must do the right selection of the salespeople he needs.
- Must have a willingness to delegate.
- Must do proper time management.
- Must apportion the time between the office and field activities.
- Must have time for planning and conceptual activities.
- Must be an effective leader.

1. CONSISTENCY – prices of commodities or services should be consistent with the rest of the
operations of the establishment.

Scenario:
Nowadays, there is an increasing prices of commodities.The prices of the Jollibee products
consistently increases yet people consistently buy their products.

2. LONG-RUN POINT OF VIEW – what businessman should maintain is the long run point of view
in pricing.

Scenario: Kuya Ogie's Snack House sticks to their original prices of their offerings despite the
increase in their sale and even with the presence of the competitors.

3. PRICE LEVEL AND MAXIMUM PROFITS – prior prices do not always bring out maximum profit
and conversely lower prices do not ensure lose.

Scenario: The Emperador liquor brand as well as the tobacco industry offers a higher price
during market testing and would offer lower price after yet still gain profit.

4. PRICING AS A MART – setting price should also be artistic in its own right.

Scenario: An artist sells his painting and sets its price base on the design, his efforts, the
message of the art, as well as the quality of the piece.