2Role of Sales Manager Final
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Transcript of 2Role of Sales Manager Final
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The Role of the
Sales Manager
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We cannot do todays job withyesterdays methods and be in
business tomorrow
--- Nelson Jackson
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A Group of Donkeys lead by a lion candefeat a group of lions lead by a donkey
---Socrates
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Main Purpose of the Managers Job
To achieve and exceed the Assignedobjective by ensuring that each and
every member of the team achievesand / or surpasses his / her respectiveobjective.
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A Good Manager has..
the capability to get people ofordinary ability to perform in an
extraordinary manner!
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5 Differences
Worker
Works alone Does the work Like a player in the team Is lead and Managed Responsibility:
Single
Manager
Works with others Develops
people/customers
Like a coach and acounsel; Pitches in asplayer when needed.
Is the Leader/Manageraccording to the condition
Responsibility : Various
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Key ResponsibilitiesEnsuring achievement of assigned Teams and individual
team members objectivesDecision MakingEnsuring his objectives achievement covering up deficit
of anyone in his team. Focus on Brands / New Products
Distribution Channel ManagementTimely Reporting and FeedbackDeveloping Team MembersMarket Development
Market IntelligenceStrong Customer FocusPlanning, Monitoring & ControllingAppraising &ReviewingNecessary course corrections
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Key Activities
Strong Customer FocusRight product for the right customers
Frequency of visitsServicingTrouble shootingRetention and multiplication of customers
Tracking of Customers
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Planning, Monitoring and
controllingObjective setting
Assigning the responsibilities as per theresources
Alternative steps in case of crisis
Monitoring of Progress/Key Customers
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Key Activities
Ensuring follow up of every subordinates
responsibilities. Ensure follow up on payments Ensure Liquidation of stocks
Ensure Order generation
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Key Activities
Ensuring at Distributors Level
Inventory Check Payment follow up Catering to Retailer Liquidation of short expiry / non moving
products Settlement of Claims Successful Operation of bonus offers New Product availability at retailer level
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Key Activities
At the Retail Level
Tracking of new and established products
Retail survey to track the demand of Companysand competitors products
Retail survey to validate the customer coverage
Right product, Right customer focus approach Tracking of Key Retailers
Ensure order booking and its supply
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Key Activities
Reporting
Weekly Reports on time Specialty Coverage Analysis Sales Promotion Proposal / Report cum
Expenses Statement
Subordinates Coverage format-Self AnalysisPromotion & Sales Meeting.Record of Leaves
Sales Diary
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Key Activities
Feedback On inputs
On competitors Regarding strategies On emerging trends
To subordinates on performance To superiors on any important
developments
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Key ActivitiesMarket Development / Market Intelligence
Gather information from distributors / retailers
to know the actual market potentialFocused approach
Rural coverage
Distributors appointment
Customer contact programmes
Tracking Competitors
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Key ActivitiesDevelopment Team Members
Review of Team members performance
identifying key areas for improvement Improving his/her knowledge / skill levels Coaching
Training
Improving his / her personality Motivating
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Key Activities Review and
Appraising Performance Agreed action plans Market potential
Consistency in sales Coverage of territory Coverage of Key
customers Growth in Sales Maturity Market knowledge
Reporting
Focus on Power
Products Monitoring the Sales Right Customer Focus
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Key Skills
Analytical Skills Technical Skills Communication Skills
Selling Skills Planning Skills Reviewing Skills
Managerial Skills
Interpersonalrelationship
Skills
Negotiating Skills Administrative Skills Interviewing Skills Counseling Skills
Forecasting Skills Leadership Skills
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Key Performance Parameters
Targets Field Work inputs Implementation of
strategies
Implementation oflearning Knowledge Team Performance
Development ofSubordinates Market Development Reporting Discipline
DistributionManagement Maintenance and
analysis of Data
Self Development
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Profile Team Leader Decision Maker Coach Role Model
Problem Solver
Strategist Knowledge Resource Good Communicator
Mediator Counselor Motivator Negotiator
Positive Thinker
Hard Worker Honest Listener Observer Fair Achiever Adaptable
Enthusiastic
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A Good Manager will..
always succeed in getting more outputand better results from his team members
and they will deliver this willingly!
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Managers : Ineffective v/s Effective
Ineffective Manager Bully/ terrorize Despondent /
Hopeless
Favoritism Gutter Inspector Negative Perception
Effective Manager Advisor Benefactor/ Supporter Decisive / Important Example Setter Fair Generous
Honest
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Managers : Ineffective v/s Effective
Insecure Jealous
Manipulator Nag / irritate Quashes new ideas /
Can not able to
accept new ideas.
Innovator Judicious
Knowledge Resource Leader Motivator Negotiator
Open minded Perseverant Quality Conscious
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Managers : Ineffective v/s Effective
Reactive Subjective/ biased
Unfair Vengeful / merciless Whiner / Objector Excuse Master
Yesterdays hero Zombie / automaton /
machine (no feelings)
Receptive Strategist
Transparent Understanding Vibrant / lively Winners Mind Set
Experimenter Youthful Zestful / energetic
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Benefits of a Marketing Career
Provide service to others Relate your organization to the world
Enjoy an entrepreneurial job Connect to people Earn rewards for performance
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The Role of Marketing
the business enterprise has two and only these two basicfunctions: marketing andinnovation
-Peter Drucker, Management(1973), p. 6
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Marketing Career Paths
Advertising Direct Marketing
Brand Management Public Relations Sales & Sales
Management
Marketing Models &Systems Analysis
Distribution ChannelManagement
InternationalMarketing
Marketing Research New ProductPlanning
Retail Management E-Commerce Business-to-Business
Marketing
Services Marketing
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Marketing Career Paths:
Advertising Account Supervisor -
Direct Marketing Consumer Catalog Marketing Manager -
Brand Management
Asst. Product Mgr. - Product/Brand Mgr. -
Public Relations Corp. PR Director (6 yrs exp) -
Freelance PR Mgr -
Sales & Sales Management Manufacturers Sales Representative -
Regional Sales Manager -
Marketing Models & Systems Analysis
Distribution Channel Management
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International Marketing
Marketing Research Mktg Research Analyst -
Mktg Research Director -
New Product Planning Retail Management
Dept. Store Manager -
General Merchandise Manager -
E-Commerce Business-to-Business Marketing Services Marketing
Marketing Career Paths: