Ch_16_PP_5th_Edition

Ch_16_PP_5th_Edition - CHAPTER 16 Learning Objectives:...

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1 Learning Objectives: Examine the function of sales management in a company. Understand what is required of a sales manager. Learn the differences in qualifications between sales managers and salespeople. Determine the specific responsibilities of the sales manager. Examine the distinctions of various compensation plans. Discuss the recruitment and selection process of salespeople. Study orientation, training, and motivation practices used by managers. Sales Force Management CHAPTER 16 CHAPTER 16
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2 The Sales Management Function Sales manager is the link : Between sellers and customers Between sellers and management Two sets of skills are needed: Sales ability Management ability As a manager rises in the hierarchy: Less time is spent in the field with salespeople More time is spent in administration
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3 Managing in the 21st Century Employees consider three items most important about their job: Open communication Effect on personal/family life The nature (importance) of their work Videoconferencing Combines voice and visuals Saves time and money The Do’s and Don'ts
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4 Becoming a Winning Manager Stick to their old ways. Resist change See themselves as cops or bosses
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Ch_16_PP_5th_Edition - CHAPTER 16 Learning Objectives:...

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