Sales Management Positions

Sales Management PositionsNon ManagerialFirst Line ManagersMiddle Level ManagersTop Level Managers

Sales Management, SSM, Chennai.

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Nature Sales Positions Non ManagerialRepetitive CallsRegular meetings with customersProduct / Service demosClosing the callsGenerating new leads from existing ones Sales Management, SSM, Chennai.

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Nature Sales Positions First Line ManagersOccasional joint callsRegular meetings with team membersUpdating team members with Market / Product updatesMotivating & Retaining Sales ForceSales Management, SSM, Chennai.

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Nature Sales Positions Middle ManagersOccasional customer meetingsBridging the gap between line & staff managersRegular team meetingsProduct / Market information gathering & segregationMotivating & retaining the sales force

Sales Management, SSM, Chennai.

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Nature Sales Positions Top ManagersProduct / Service evaluationFormulating key strategiesDeciding upon the marketing toolsAllocating Marketing budgets

Sales Management, SSM, Chennai.

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Sales Executive - FunctionsAll the Basic Sales functions as:1. Lead Generation 2.Prospecting3. Meeting4. Closing5. ReferencingAnd Administrative functions as:a. Planning, b. Scheduling &c. Reporting Sales Management, SSM, Chennai.

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Sales Executive - QualitiesCommunication SkillsPresentation SkillsConvincing SkillsPromoting SkillsRelationship SkillsSales Management, SSM, Chennai.

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Relationship with Top ManagementSales Management, SSM, Chennai.

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Relationship with other DepartmentsSales Management, SSM, Chennai.Higher Level

Very less direct communication

Same Level

Close relationship with peersReporte Level

Very less direct communication

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Purpose of Sales OrganizationBetter Management of resourcesBetter controlDivision of responsibilitiesImproved Span of controlStructured approach to top managementGrowth based motivation

Sales Management, SSM, Chennai.

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Setting up Sales OrganizationDefining the objectives Strategic, Tactical, Operational.Decide up on the Orgn. StructureRecruitment & Selection of right peopleAssigning Authorities Line & StaffCreating a learning platform through trainingSetting TargetsFinalizing a control Methodology Centralized, DecentralizedMotivating & Retaining the Sales Force

Sales Management, SSM, Chennai.

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Types of Sales OrganizationsLine Sales OrganizationLine & Staff Sales OrganizationFunctional Sales OrganizationHorizontal Organization

Sales Management, SSM, Chennai.

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Line Sales OrganizationBest suitable for small firmsFor sales team with few membersFirms that are focused on sales onlySales Management, SSM, Chennai.

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Line Sales OrganizationSales Management, SSM, Chennai.

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Line Sales OrganizationAdvantages Clear Auth & Resp.Quick DecisionsLow CostDisadvantagesToo Much dependence on Head SalesNo specialized people to assist Head - SalesSales Management, SSM, Chennai.

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Line & Staff Sales OrganizationSuitable for Mid & large firmsFirms with multiple productsFirms with multiple focus

Sales Management, SSM, Chennai.

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Line & Staff Sales Organization

Sales Management, SSM, Chennai.Head MarketingManager Marketing ResearchManager - SalesASMManager New ProductManager - AdvertisingASMASMASMSales TeamSales TeamSales TeamSales Team

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Line & Staff Sales OrganizationAdvantages- Better control at all levels- Top mgmnt pressure comparatively less- Better planning & coordinationDisadvantages- Higher cost- Slower decision- Conflict may arise between staffSales Management, SSM, Chennai.

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Functional Sales OrganizationUses the principle of specializationLine auth over sales people with respect to their divisionSales team is multifaceted

Sales Management, SSM, Chennai.

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Functional Sales OrganizationSales Management, SSM, Chennai.Head MarketingManager Marketing ResearchManager - SalesManager New ProductManager - AdvertisingASMSales Team

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Functional Sales OrganizationAdvantages- Multifaceted Sales team- Reduced cost

Disadvantages- Confused sales team with multiple bosses- results in low employee moraleSales Management, SSM, Chennai.

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Horizontal OrganizationNo hierarchy level & departmental boundariesAll support functions have a small teamAll other members are cross functional expertsThey also work with customer teams to solve issuesSales Management, SSM, Chennai.

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Horizontal OrganizationSales Management, SSM, Chennai.PlanningR & DCust. SupportSalesOperations

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