Responsibilities of Sales Manager
Sales manager has to work in coordination with other departments of the company and also
give input in the development of company strategies. It is the duty of a sales manager to ensure
that the sales department makes an effective contribution to the attainment of organization’s
mission and goals.
Sales manager is responsible for setting objectives and goals of sales function. Sales forecasting
and budgeting is a crucial task which is also the responsibility of a sales manager. A good sales
manager is the one who motivates and leads the sales team to the desired path.
Role of Sales Management
In sales management, the focus is more on management. Sales management includes planning,
organizing and controlling. Traditionally, the idea of a good sales person was to have an
influential personality and to complete the sales volume. Although such qualities are still
required but the perception of selling has broadened.
Company objectives and marketing objective should be clearly communicated to the sales
department because sales management is now based on the needs of customers. Deciding the
target audience also plays a vital role in the sales management because sales people are the
ones who transfer the target audience into individual accounts. Therefore, salesforce must
have a clear understanding of the target market so they can understand the need of customers
and approach them in an effective way.
Conclusion
The strategies of companies have evolved from time to time. First, they were product oriented.
Then they became sales oriented and now they are market oriented. Market oriented
companies know the importance of sales management that is why they invest a large sum of
money to train their salesforce. Selling objectives are also derived from marketing strategies.
Additionally, selling strategies must be integrated with the four P’s of marketing in order to
achieve maximum results.
Reference: http://www.researchomatic.com/sales-management-164488.html
2