The Effective Sales Executive
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The Effective Sales Executive

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    The Effective Sales Executive The Effective Sales Executive Presentation Transcript

    • The Effective Sales Executive
    • What is Sales Executive’s Job Like those of other line executives, is to make decisions and see to it that others carry them out. They make plan but their plans cover rather short periods. Tehese plans are typically near to action.
    • What qualifications must salesexecutives have to makedecisions They require a base of experiental and other knowledge, this means “feel” for problems and solutions. They need keen awareness company, goals and products. They need to ability to conceptualize problems.
    • NATURE OF SALES MANAGEMENT POSITIONS
    • Position Guide – Sales ManagerReporting relationship: The sales manager reports to the vice president of marketing.Job objective: secure maximum volume of dollar sales through the effective development.Duties and responsibilities: the sales management is expected to be concerned with:
    • Sales Program The sales manager takes initiative in establishing sales goals and, in collaboration with other marketing executives, sets sales, profit, growth, market share, and other goals.
    • Organization The sales manager establishes an effective plan, and methods of controlling the activities of members of the sales organization.
    • Sales force management The sales manager identifies promising sources for the recruitment of new sales personnel and sets standarts for selection of the most promising recruits.
    • Internal and external relations The sales manager develops effective working relations with other department heads
    • Communications The sales manager establishes a system of communications with other sales personnel that keeps them informed of overall departmental sales objectives and problems.
    • Control The sales manager consult with the production manager so that production rates inventories are geared as closely as possible to sales needs.
    • Position Guide – District Sales Manager Reporting relationship: they report the sales manager. Job objectives: secure maximum dollar sales of company’s products in the sales district in accordance with established sales policies and sales programs Duties and responsibilities: the district sales manager is expected to be concerned with
    • Supervision of salespersonnel The district manager evaluates the sales opportunities in the district and assigns territories that have equitable work loads and that permit minimum travel costs.
    • Control This district sales manager forecasts short term sales of district and works with sales personnel in estimating future sales.
    • Administration The district sales manager is responsible for the efficient administration of the district office operations in accord with established policies and procedures.
    • Communications The district sales manager communications to the sales manager and top administration any information about customers and markets.
    • Performance criteria Unit sales are equal quantities budgeted The district total expences are no higher than the amounts budgeted.
    • Performance criteria The contribution of the district office and stock facilities is in line with plan The turnover rate of district sales personnel should be regarded as satisfactory by the sales manager
    • FUNCTIONS OF THE SALESEXECUTİVE Many sales executive’s previous performance as salespersons. Basically, sales executive has two sets of functions: operating and planning…
    • FUNCTIONS OF THE SALESEXECUTİVE The operating functions include sales force management, handling relationships with personnel, communicating and coordinating with the trade, executives.
    • FUNCTIONS OF THE SALESEXECUTİVE Planning function include those connected with the sales program, the sales organization, and its control
    • FUNCTIONS OF THE SALESEXECUTİVE Sales excecutives give to the operating and planning functions varies with 1) type of product, 2) the size of company, and 3) the type of supervisory organization…
    • QUALİTİES OF EFFECTIVESALES EXECUTIVES Five abilities common to effective sales executives can be identified;
    • QUALİTİES OF EFFECTIVESALES EXECUTIVES1. Ability to define the position’s exact functions and duties in relation to the goals the company should expect attain…
    • QUALİTİES OF EFFECTIVESALES EXECUTIVES2. Ability to select a train capable subordinades and willingness to delegate sufficient authority to enable them carry out assigned task with minimum supervision
    • QUALİTİES OF EFFECTIVESALES EXECUTIVES3. Ability to utilize time efficiently4. Ability yo allocate sufficient for thinking and planning5. Ability exercise skilled leadership
    • RELATIONS WITH TOPMANAGEMENT Effective sales executives keep top management informed on important decisions and the departmen’s plans and accomplishments.
    • RELATIONS WITH TOPMANAGEMENT Their reports ensure that top managment in broad outline the problems encountered in selling company’s products.
    • RELATIONS WITH TOPMANAGEMENT When the sales executives has a great idea, he must play role of supersalesperson and “sell” to those with the authority to decide.
    • RELATIONS WITH MANAGERS OFOTHER MARKETING ACTIVITIES
    • Relation vith ProductManagement Their contact with the market through subordinates and sales personnel provide them with feedback about product performance.
    • Relations with PromotionManagement Sales personnel need briefing on specific advertising appeals enabling them to adapt their selling approaches in ways that enhance the total promotional impact
    • Relations with PromotionManagement The sales force should know which media are scheduled to carry ads. For which products and the timing ad’s appearance
    • Relation with PricingManagement Sales executives generally have much clearer ideas of prices final buyers are willing to pay…
    • Relation with PricingManagement Responsibility for administrating prices should be assigned to sales executive…
    • Relations with DistributionManagement İmpact of the distribution policies upon the sales organization and its activities, they are responsible for implementation of these policies
    • Compensation Pattern forSales Executives Top sales executives have compensation averaging 70 percent of those of top marketing executives in the same companies