Types of “Don’t find customers for your

products, find products for your

Sales customers.” –
Seth Godin

Manager

Created By:
Muskan Agarwal
Shikhar Chaudhary

Presented To:
Dr. Jagbir Alhawat
 1 Introduction to Sales Manager
Today's
Agenda 2 Traits of Sales Manager

3 Their Types

4 QnA
 Are you ready?

Let's Start!
 Definition

Sales management is a business discipline that

is focused on the practical application of sales
techniques and the management of a firm's
sales operations. It is an important business
function as net sales through the sale of
products and services and resulting profit drive Thomas Claudia
most commercial business.
 1 Trust Building & Availability

Trait 2 Master of Change

3 Building Enthusiasm

4 Communication
 Types of Sales Manager

• Administrative sales manager: • Product-line sales manager:

• Marketing staff manager:

• Field sales manager

• Divisional/regional sales
• Administrative-cum-field sales manager: managers:

• Branch sales manager:

• Assistant sales manager:
• Sales supervisor:
 Administrative
Sales Manager

Administrative sales managers are found

normally in highly integrated sales organisations
selling multiple lines of products in national and
international markets. He is known by alternative
titles such as ‘vice president’, ‘in-charge of sales’,
‘director of marketing’, ‘general sales manager’
and ‘marketing manager’.
 He is responsible for sales planning
1
that involves
Responsibility
2 • Integration of sales personnel
• Merchandising
• Advertising and promotion
• Financing
4 • Distribution network.
Field sales
manager: 1 Field supervision

The field sales manager or operating sales manager is

a line sales executive reporting directly to the 2 Manpower maintenance
administrative sales manager. Operative sales manager
works under the direction, guidance and supervision
of the general sales manager.
3 Train and supervise
 Administrative-cum-field
sales manager

In case of smaller organisations, we come across such sales manager who combines the
functions of administrative and executive sales officer.

As an administrator, he plans, organizes, directs and coordinates. As

a field operator, he guides and supervises and controls the activities
within the sales organisation. Thus, thinking and doing are done by
the same person that goes against the very idea of specialisation for
an administrator is a ‘thinker’ and a line officer as ‘doer’.
 Assistant sales
manager:

Generally, the administrative

sales manager is assisted by He coordinates the work of sales
Assistant sales manager in the staff that is specialized in
administrative functions of advertising, sales-promotion,
planning, analysis, direction research, merchandising and dealer
and coordination. . relations.

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 Product-line
sales manager:

A company that markets variety of products has

such product-line sales manager responsible for
one or group of products in the product- line. He
is also known as product or brand manager.
 Marketing staff manager:

These managers are accountable for analysing the needs of the marketing organisation in
respect of their specific areas of specialisation, developing plans and recommending
solutions to the problems encountered or thrown open.
 Divisional/regional sales
managers:
SALES-PROMOTION
1

As the title suggests, the Marketing staff manager is

not a line-officer. He is one of the staff specialists who 2 MERCHANDISING
are delegated some of the responsibilities of
administrative sales manager.

3 TRAFFIC
 Branch sales
mangers:

Branch sales manager is a line executive

responsible for the direction of a small
group of salesmen calling on consumers
or dealers in the branch area.

Thomas Claudia
 Sales
supervisor:

A sales supervisor is a line

sales manager who supervises
normally eight to fourteen He is responsible to the local branch
salesmen. sales manager.
He is seen in branch sales
office of a national sales His supervision, guidance and coaching helps
organisation having branches in building up more confident sales personnel.
all over the nation.

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 Thank you for
participating. Have a
great day ahead.