CHAPTER 16
SALES MANAGEMENT
The Sales Management Function
Sales management may be a firm's
largest operating expense
Between sellers and
customers
o between sellers and
management
o
Sales
manager is
the link
Two sets of
skills are
needed
As a
manager
rises in the
hierarchy
Selling Skills
o Management Skills
o
Less time is spent in the field
with salespeople
o More time in spent in
administration
o
Managing any
Employees
In The 21st Century
Employees consider three item most
important about their job
Open two way communication
Effect on personal / family life