The document discusses managerial functions and the roles of managers. It describes the roles of an area sales manager (ASM) which includes supervising the field force to ensure smooth sales and distribution operations in their area to achieve company objectives. Key responsibilities of an ASM involve implementing and monitoring field sales activities, training and developing team members for improved productivity.

1. Managerial Functions
www.seas9.com

2. CONTENTS
 MANAGEMENT
 LEADERSHIP
 MANAGERIAL FUNCTIONS
 TYPES OF MANAGER
 COACHING
 JOINT VISITS
 DISTRIBUTION
www.seas9.com

3. MANAGEMENT
IS A PROCESS OF WORKING WITH PEOPLE
AND
RESOURCES EFFECTIVELY AND EFFICIENTLY TO
ACHIEVE COMPANY’S OBJECTIVE.
www.seas9.com

4. A MANAGER IS A PERSON WHO ISA MANAGER IS A PERSON WHO IS
RESPONSIBLE FOR THE PERFORMANCE OFRESPONSIBLE FOR THE PERFORMANCE OF
OTHERSOTHERS
www.seas9.com

5. AREA SALES MANAGERAREA SALES MANAGER
• FIRST LEVEL OF MANAGEMENT
• BEARS MOST BURDEN
• DOES NOT SELL
• BECOMES MANAGER OF “DOER’S”
• ROLE CHANGES FROM SELLING TO MANAGING.
• DIRECT CONTROLL ON FIELD FORCE, LEADS AND
DEVELOP THEM.
• ULTIMATELY RESPONSIBLE FOR
THE SALES IN A GIVEN AREA.
www.seas9.com

6. MED. REP.
• IS A DOER
• DEVELOPS CUSTOMERS
• NOT PART OF
MANAGEMENT
• RESPONSIBLE FOR A
TERRITORY
AREA SALES MANAGER
• DEVELOPER (COACH)
• DEVELOP REPS.
• PART OF MANAGEMENT
• RESPONSIBLE FOR WHOLE
REGION
DIFFERENCE BETWEENDIFFERENCE BETWEEN
MED. REP AND ASMMED. REP AND ASM
www.seas9.com

7. IN PRACTICE MOSTLY MANAGERS,
UNCOUNSCIOUSLY MANAGE SOMETHING BY DOING
IT THEMSELVES.
E.G. SELLING BY ASM HIMSELF IS NOT MANAGING
THE SALES PERSON.
www.seas9.com

8. LEADERSHIP
DIAMOND
VISION
COURAGE
ETHICS / HONESTY
REALITY
www.seas9.com

9. A leader is the one who
Knows the wayKnows the way
Goes the wayGoes the way
Shows the wayShows the way
www.seas9.com

10. BOSS LEADER
The boss drives his man The leaders inspires his man
The boss depends upon
authority
The leaders depends on good
will
The boss evokes fear The leader radiates love
The boss says “I” The leader says “WE”
The boss shows who is
wrong
The leaders shows what is
wrong
The boss knows how it
is done
The leader knows how to
do it
The boss demands respect The leader commands respect
DIFFERENCE
www.seas9.com

11. QUALITIES OF LEADERQUALITIES OF LEADER
• Focusing on delegating instead of doing
• Always try to empower others to do their best
• Praise in public , criticize in private
• Perform for results, not for recognition
• Always be humble
• Always nurture talent surround him
• Always positive because your state of mind affect your
TMs
• Earn respect not demand
www.seas9.com

12. QUALITIES OF LEADERQUALITIES OF LEADER
• Be a role model rather than hero
• The art of persuasion begin with an open mind, open ear,
not an open mouth
• Never let your ego get in between you and your team
• Understand the fragility and importance of others self –
esteem
• Make any decision according to the merit rather than
liking
www.seas9.com

13. MANAGERIAL FUNCTIONSMANAGERIAL FUNCTIONS
• ANALYSIS
• PLANNING
• IMPLEMENTATION
• LEADING, DIRECTING/MONITORING,
CONTROLLING
• ACTIONS
www.seas9.com

14. PLANNINGPLANNING
• ANALYZING CURRENT SITUATION
• SETTING PRIORITIES
• MAKING STRATEGIES
• IMPLEMENTING
• MONITORING/CONTROLLING THE PLAN
www.seas9.com

15. A GOOD MANAGER CONVERTS
PLAN INTO RESULTS THROUGH
IMPLEMENTATION
www.seas9.com

16. ASM’SASM’S
JOB DESCRIPTIONJOB DESCRIPTION
www.seas9.com

17. ASM IS RESPONSIBLE TOASM IS RESPONSIBLE TO
SUPERVISE THE FIELD FORCE &SUPERVISE THE FIELD FORCE &
SHOULD ENSURE SMOOTH SALES &SHOULD ENSURE SMOOTH SALES &
DISTRIBUTION OPERATIONS IN HISDISTRIBUTION OPERATIONS IN HIS
AREA FOR ACHIEVING COMPANY’SAREA FOR ACHIEVING COMPANY’S
OBJECTIVES.OBJECTIVES.
www.seas9.com

18. PURPOSEPURPOSE
• ASM IS EXPECTED TO IMPLEMENT AND MONITOR FIELD SALES ACTIVITIES.
• TRAINED AND DEVELOP TM’s FOR IMPROVED PRODUCTIVITY.
www.seas9.com

19. WORKING RELATIONSHIPWORKING RELATIONSHIP
• EXTERNAL
• DOCTORS
• CHEMISTS
• DISTRIBUTORS
• INSTITUTIONS
www.seas9.com

20. WORKING RELATIONSHIPWORKING RELATIONSHIP
• INTERNAL
• DIRECTORS
• MARKETING MANAGER
• BUISNESS DEVELOPMENT MANAGER
• PRODUCT MANAGER
• ACCOUNT MANAGER
• STATISTICS DEPARTMENT
www.seas9.com

21. COMMUNICATIONCOMMUNICATION
• ASM IS CONDUIT BETWEEN H.O. AND FIELD FORCE.
HE EXPLAINS
POLICIES AND PROCEDURES
FEEDING BACK (UPWARD & DOWNWARD)
REPORTING
RECORD KEEPING
www.seas9.com

22. ROLE OF ASMROLE OF ASM
• HIRING/RECRUITMENT
• TRAINING
• GUIDING/HELPING
• EVALUATING
• REWARDING (PRAISING/REPRIMAND)
• COACHING/COUNSELLING
• FEEDBACK
• REPORTING
• DISTRIBUTION MANAGEMENT
www.seas9.com