The document discusses the key areas of an effective sales executive. An effective sales executive 1) has a clear vision for the company and how their role contributes to its long term goals, 2) stays closely attuned to the current market environment and customers' needs, and 3) provides clear guidelines and objectives for their sales team and motivates the team to achieve their goals.

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.

6. Thank You