1. The Effective Sales Executive

2. What is Sales Executive’s Job
 Like those of other line
executives, is to make decisions
and see to it that others carry
them out.
 They make plan but their plans
cover rather short periods.
Tehese plans are typically near
to action.

4. What qualifications must sales
executives have to make
decisions
 They require a base of
experiental and other
knowledge, this means “feel” for
problems and solutions.
 They need keen awareness
company, goals and products.
 They need to ability to
conceptualize problems.

5. NATURE OF SALES MANAGEMENT
POSITIONS

6. Position Guide – Sales Manager
Reporting relationship: The
sales manager reports to the
vice president of marketing.
Job objective: secure maximum
volume of dollar sales through
the effective development.
Duties and responsibilities: the
sales management is expected
to be concerned with:

7. Sales Program
 The sales manager takes
initiative in establishing sales
goals and, in collaboration with
other marketing executives, sets
sales, profit, growth, market
share, and other goals.

8. Organization
 The sales manager establishes
an effective plan, and methods
of controlling the activities of
members of the sales
organization.

9. Sales force management
 The sales manager identifies
promising sources for the
recruitment of new sales
personnel and sets standarts for
selection of the most promising
recruits.

10. Internal and external relations
 The sales manager develops
effective working relations with
other department heads

11. Communications
 The sales manager establishes
a system of communications
with other sales personnel that
keeps them informed of overall
departmental sales objectives
and problems.

12. Control
 The sales manager consult with
the production manager so that
production rates inventories are
geared as closely as possible to
sales needs.

13. Position Guide – District Sales Manager
 Reporting relationship: they report
the sales manager.
 Job objectives: secure maximum
dollar sales of company’s products in
the sales district in accordance with
established sales policies and sales
programs
 Duties and responsibilities: the
district sales manager is expected to
be concerned with

14. Supervision of sales
personnel
 The district manager evaluates
the sales opportunities in the
district and assigns territories
that have equitable work loads
and that permit minimum travel
costs.

15. Control
 This district sales manager
forecasts short term sales of
district and works with sales
personnel in estimating future
sales.

16. Administration
 The district sales manager is
responsible for the efficient
administration of the district
office operations in accord with
established policies and
procedures.

17. Communications
 The district sales manager
communications to the sales
manager and top administration
any information about
customers and markets.

18. Performance criteria
 Unit sales are equal quantities
budgeted
 The district total expences are
no higher than the amounts
budgeted.

19. Performance criteria
 The contribution of the district
office and stock facilities is in
line with plan
 The turnover rate of district
sales personnel should be
regarded as satisfactory by the
sales manager

20. FUNCTIONS OF THE SALES
EXECUTİVE
 Many sales executive’s previous
performance as salespersons.
 Basically, sales executive has
two sets of functions: operating
and planning…

21. FUNCTIONS OF THE SALES
EXECUTİVE
 The operating functions include
sales force management,
handling relationships with
personnel, communicating and
coordinating with the trade,
executives.

22. FUNCTIONS OF THE SALES
EXECUTİVE
 Planning function include those
connected with the sales
program, the sales organization,
and its control

23. FUNCTIONS OF THE SALES
EXECUTİVE
 Sales excecutives give to the
operating and planning
functions varies with 1) type of
product, 2) the size of company,
and 3) the type of supervisory
organization…

24. QUALİTİES OF EFFECTIVE
SALES EXECUTIVES
 Five abilities common to
effective sales executives can
be identified;

25. QUALİTİES OF EFFECTIVE
SALES EXECUTIVES
1. Ability to define the position’s
exact functions and duties in
relation to the goals the
company should expect
attain…

26. QUALİTİES OF EFFECTIVE
SALES EXECUTIVES
2. Ability to select a train capable
subordinades and willingness
to delegate sufficient authority
to enable them carry out
assigned task with minimum
supervision

27. QUALİTİES OF EFFECTIVE
SALES EXECUTIVES
3. Ability to utilize time efficiently
4. Ability yo allocate sufficient for
thinking and planning
5. Ability exercise skilled
leadership

28. RELATIONS WITH TOP
MANAGEMENT
 Effective sales executives keep
top management informed on
important decisions and the
departmen’s plans and
accomplishments.

29. RELATIONS WITH TOP
MANAGEMENT
 Their reports ensure that top
managment in broad outline the
problems encountered in selling
company’s products.

30. RELATIONS WITH TOP
MANAGEMENT
 When the sales executives has
a great idea, he must play role
of supersalesperson and “sell”
to those with the authority to
decide.

31. RELATIONS WITH MANAGERS OF
OTHER MARKETING ACTIVITIES

32. Relation vith Product
Management
 Their contact with the market
through subordinates and sales
personnel provide them with
feedback about product
performance.

33. Relations with Promotion
Management
 Sales personnel need briefing
on specific advertising appeals
enabling them to adapt their
selling approaches in ways that
enhance the total promotional
impact

34. Relations with Promotion
Management
 The sales force should know
which media are scheduled to
carry ads. For which products
and the timing ad’s appearance

35. Relation with Pricing
Management
 Sales executives generally have
much clearer ideas of prices
final buyers are willing to pay…

36. Relation with Pricing
Management
 Responsibility for administrating
prices should be assigned to
sales executive…

37. Relations with Distribution
Management
 İmpact of the distribution
policies upon the sales
organization and its activities,
they are responsible for
implementation of these policies

38. Compensation Pattern for
Sales Executives
 Top sales executives have
compensation averaging 70
percent of those of top
marketing executives in the
same companies