Professional Documents
Culture Documents
PART I
INTRODUCTION TO
SALES MANAGEMENT
Copyright © 2001 by Harcourt, Inc. All rights reserved.
CHAPTER 1
SALES MANAGEMENT:
ITS NATURE, REWARDS, AND
RESPONSIBILITIES
• Planning
• Staffing
• Training
• Leading
• Controlling organizational resources
Copyright © 2001 by Harcourt, Inc. All rights reserved.
FIGURE 1.1 THE SALES MANAGEMENT PROCESS
EXTERNAL ENVIRONMENT
CEO
First-Line
District Sales Leader
Sales Leaders
Assistant District Sales Leader (Operational)
Nonmanagerial Salespeople
Sales Trainee Salesperson Key Account
Top Managers
Middle Managers
Planning Staffing Training Leading Controlling
28% 10% 10% 30% 22%
First-Line Managers
Planning Staffing Training Leading Controlling
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.
Nonmanagerial Salespeople