Description
Executive presentation discusses sales management positions, sales manager, district manager, compensation pattern and relation with the top management
The Effective Sales Executive
Agenda
• Nature of Sales Management Positions
• Position Guide – Sales Manager • Position Guide – District Sales Manager • Functions of Sales Executive • Qualities of Effective Sales Executive • Relations with Top Management • Relations with Managers of Other Marketing Activities • Compensation Pattern
• Conclusion
Effective Sales Executive
• The job of the sales executive is more action oriented and less planning oriented • Main concern of sales management is the “present” – the “here
and now”
• Their decisions not only affect the sales department, but may have significant implications elsewhere in the organization
Nature of Sales Management Positions
• Requirements of the sales executive’s job position vary from company to company and from position to position in a company • It is possible to generalize about activities and responsibilities of sales managers, district sales managers, product managers and other sales or marketing executives • Some companies have formulated concise statements of duties
associated with various positions, known as job or position
descriptions
Position Guide – Sales Manager
• Reports to the vice president of marketing • The primary objective is to secure maximum volume of dollar sales through the effective development and execution of sales programs and sales policies for all products sold by division
• Duties and responsibilities:
– Sales Program – Organization
– Sales Force Management
– Internal and External Relations – Communications – Control
• Performance is satisfactory when,
– Department’s dollar or unit sales are equal to or exceed the
quantities budgeted – Profit contribution of the sales department is in line with plan – Details of sales plan are in writing and are acceptable to
marketing management
– Turnover of sales personnel is maintained at a level regarded as satisfactory by marketing management
Position Guide – District Sales Manager
• Reports to the sales manager
• The primary objective is to secure maximum dollar sales of the company’s products in the sales district in accordance with established sales policies and sales programs, within the limits of sales budget • Duties and Responsibilities:
– Supervision of Sales Personnel – Control – Administration – Communications
• Performance is satisfactory when,
– District’s dollar and unit sales are equal to or exceed the quantities budgeted – District’s total expenses are no higher than the amounts budgeted
– Profit contribution of the district office and warehouse and
stock facilities is in line with plan – Turnover rate of district sales personnel is maintained at a
level regarded as satisfactory by the (general) sales
manager
Functions of sales Executive
• Basically has two sets of functions - Operating - Sales Force Management - Handling relationships with personnel in other company departments and with trade - Communicating and coordinating with other marketing
executives
- Reporting to some superior executive
- Planning - Setting personal-selling goals - Developing sales program designed to achieve these goals - Formulating sales strategies and personal-selling strategies - Putting together plans for their implementation These functions varies with - The type of products - The size of the company - The type of supervisory organization
Qualities of Effective Sales Executive
He should have • Ability to define the position’s exact functions and duties in relation to the goals the company should expect to attain • Ability to select and train capable subordinates and willingness to
delegate sufficient authority to enable them to carry out assigned
tasks with minimum supervision • Ability to utilize time efficiently
• Ability to allocate sufficient time for thinking and planning
• Ability to exercise skilled leadership
Relations with Top Management
• Effective sales executives need to keep the top management abreast of their progress as their personal goals are intertwined with company’s goals • They should not be dispensable to the company and should be able to delegate tasks effectively • They update the top management of all the latest activities through periodic reports and presentations
Relations with Product management
• Product planning and formulation of product policies requires numerous decisions • Sales executives provide input for these decisions
• Their contact with the market through subordinates and sales
personnel provide them with feedback about product performance and acceptance generally not available from other sources
Relations with Promotion Management
• Sales executives play a very important role in promotional activities as they are the one who actually implement them • They must be involved in formulating policies as they are very
close to the customers
• The sales force must be kept updated about all the latest promotional activities
Relations with Pricing Management
• Sales executives have much clearer ideas of the prices the buyers are willing to pay, because of the close and continuing contacts with the market • Pricing policies need to be formulated by a committee comprising of members from different departments • Once the policy is established, its implementation is the responsibility of the sales executive
Relations with Distribution Management
• Distribution policies are major determinants of the breadth and complexity of sales department’s organization and functions • It has an impact on the sales organization and its activities
• Sales executives play key roles in providing information
needed for their formulation
Compensation Pattern For Sales Executives
• Compensation pattern differs on the basis of position of the sales executive in the hierarchy and the size of the company • Sales executive receive some of their pay as bonuses, commissions and other “incentive” payments • These payments are based upon relative profit performances at higher executive levels and upon sales volume achieved
relative to sales potentials at lower executive level
• More than half of the sales executives have stock options
Conclusion
• Sales executive job varies from company to company and from position to position in a company • Top sales executives spend most of their time in personalselling activities • Lower ranking sales executives devote nearly all their time to direct supervision of salespersons
• The higher their position in organizational hierarchy, the more
must they work with decision makers in other marketing areas
Thank You
doc_547684126.ppt
Executive presentation discusses sales management positions, sales manager, district manager, compensation pattern and relation with the top management
The Effective Sales Executive
Agenda
• Nature of Sales Management Positions
• Position Guide – Sales Manager • Position Guide – District Sales Manager • Functions of Sales Executive • Qualities of Effective Sales Executive • Relations with Top Management • Relations with Managers of Other Marketing Activities • Compensation Pattern
• Conclusion
Effective Sales Executive
• The job of the sales executive is more action oriented and less planning oriented • Main concern of sales management is the “present” – the “here
and now”
• Their decisions not only affect the sales department, but may have significant implications elsewhere in the organization
Nature of Sales Management Positions
• Requirements of the sales executive’s job position vary from company to company and from position to position in a company • It is possible to generalize about activities and responsibilities of sales managers, district sales managers, product managers and other sales or marketing executives • Some companies have formulated concise statements of duties
associated with various positions, known as job or position
descriptions
Position Guide – Sales Manager
• Reports to the vice president of marketing • The primary objective is to secure maximum volume of dollar sales through the effective development and execution of sales programs and sales policies for all products sold by division
• Duties and responsibilities:
– Sales Program – Organization
– Sales Force Management
– Internal and External Relations – Communications – Control
• Performance is satisfactory when,
– Department’s dollar or unit sales are equal to or exceed the
quantities budgeted – Profit contribution of the sales department is in line with plan – Details of sales plan are in writing and are acceptable to
marketing management
– Turnover of sales personnel is maintained at a level regarded as satisfactory by marketing management
Position Guide – District Sales Manager
• Reports to the sales manager
• The primary objective is to secure maximum dollar sales of the company’s products in the sales district in accordance with established sales policies and sales programs, within the limits of sales budget • Duties and Responsibilities:
– Supervision of Sales Personnel – Control – Administration – Communications
• Performance is satisfactory when,
– District’s dollar and unit sales are equal to or exceed the quantities budgeted – District’s total expenses are no higher than the amounts budgeted
– Profit contribution of the district office and warehouse and
stock facilities is in line with plan – Turnover rate of district sales personnel is maintained at a
level regarded as satisfactory by the (general) sales
manager
Functions of sales Executive
• Basically has two sets of functions - Operating - Sales Force Management - Handling relationships with personnel in other company departments and with trade - Communicating and coordinating with other marketing
executives
- Reporting to some superior executive
- Planning - Setting personal-selling goals - Developing sales program designed to achieve these goals - Formulating sales strategies and personal-selling strategies - Putting together plans for their implementation These functions varies with - The type of products - The size of the company - The type of supervisory organization
Qualities of Effective Sales Executive
He should have • Ability to define the position’s exact functions and duties in relation to the goals the company should expect to attain • Ability to select and train capable subordinates and willingness to
delegate sufficient authority to enable them to carry out assigned
tasks with minimum supervision • Ability to utilize time efficiently
• Ability to allocate sufficient time for thinking and planning
• Ability to exercise skilled leadership
Relations with Top Management
• Effective sales executives need to keep the top management abreast of their progress as their personal goals are intertwined with company’s goals • They should not be dispensable to the company and should be able to delegate tasks effectively • They update the top management of all the latest activities through periodic reports and presentations
Relations with Product management
• Product planning and formulation of product policies requires numerous decisions • Sales executives provide input for these decisions
• Their contact with the market through subordinates and sales
personnel provide them with feedback about product performance and acceptance generally not available from other sources
Relations with Promotion Management
• Sales executives play a very important role in promotional activities as they are the one who actually implement them • They must be involved in formulating policies as they are very
close to the customers
• The sales force must be kept updated about all the latest promotional activities
Relations with Pricing Management
• Sales executives have much clearer ideas of the prices the buyers are willing to pay, because of the close and continuing contacts with the market • Pricing policies need to be formulated by a committee comprising of members from different departments • Once the policy is established, its implementation is the responsibility of the sales executive
Relations with Distribution Management
• Distribution policies are major determinants of the breadth and complexity of sales department’s organization and functions • It has an impact on the sales organization and its activities
• Sales executives play key roles in providing information
needed for their formulation
Compensation Pattern For Sales Executives
• Compensation pattern differs on the basis of position of the sales executive in the hierarchy and the size of the company • Sales executive receive some of their pay as bonuses, commissions and other “incentive” payments • These payments are based upon relative profit performances at higher executive levels and upon sales volume achieved
relative to sales potentials at lower executive level
• More than half of the sales executives have stock options
Conclusion
• Sales executive job varies from company to company and from position to position in a company • Top sales executives spend most of their time in personalselling activities • Lower ranking sales executives devote nearly all their time to direct supervision of salespersons
• The higher their position in organizational hierarchy, the more
must they work with decision makers in other marketing areas
Thank You
doc_547684126.ppt