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Sales managers face the same challenges in managing salespeople that all managers face.
When should an order be recorded for revenue purposes?
Laws that affect sales operations include pricing discrimination, hiring practices, and workplace safety as well as others.
Sales managers should also develop close working relationships with the human resources and legal departments. These professionals are charged with staying abreast of legal changes that influence management practice.
Salespeople face unique ethical challenges because of their job.
American salespeople have the added constraint of the Foreign Corrupt Practices Act.
Sales managers have all of the usual management concerns, such as fair hiring practices. They also have to develop policies and practices that codify ethical behaviors, train salespeople on the ethics policies.
Sales managers have to be aware of laws such as the Universal Commercial Code and others that govern sales transactions.
Lead Scoring— is a process by which marketing personnel rate the leads to indicate whether a lead is hot (ready to buy now), warm (going to buy soon), or cold (interested but no immediate plans to buy).
Marketing personnel can also improve salespeople’s conversions by providing materials that help buyers make good decisions.