1. The Effective Sales Executive
By
Presented by
Mr. Rohit A. Pawar*
*Assistant Professor, B.Sc, M.B.A, M.Phil., (Ph.D Research Scholar at RCU, Belagavi)
2. The Effective Sales Executive – Key Areas
Vision:
Effective sales executive keeps a keen eye on the
company they serve and portfolio they handle.
They are sensitive to the market in which they operate
Sales executive must know his present role and his
standing, and where he is heading, say five to ten
years hence
He shares his vision to the sales team, then selling
becomes exciting, smaller but significant part that
contributes to the larger picture.
3. The Effective Sales Executive – Key Areas
Market focus:
Effective sales executive cannot remain aloof from the
market
He must always remain in contact with the customers
and their demand pattern.
He always keeps himself updated with the business
environment viz; product development, technological
change, and competitive organizations
Such interface with the customer contributes to
success.
4. The Effective Sales Executive – Key Areas
Clear Guidelines:
Effective sales executive have a clear idea about what
they have to achieve, to maximize their performance
He has clear idea about job descriptions, targets,
goals, standards and procedures.
He has realistic goals but challenging one.
Goals must be supported by organizational process
for e.g Quality control, sales aid etc.
He is clear about the overall sales objectives
5. The Effective Sales Executive – Key Areas
Good Team:
Effective Sales executive is a part of good sales team
which results in success in the sales function
A good team is selected by observing good selection
process right from advertising, testing, interviewing
and selecting
He select good team and he motivates and rewards
them adequately.
