Professional Documents
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Manager Marketing
distribution Manager
NSM
Manager Accounts
Number of management level is small and number of manager at particular level is large
Chief Sales Executive
District Sales Manager District Sales Manager Karachi Multan District Sales Manager District Sales Manager Lahore Islamabad
Product Specialization
Generalist Benefits:
Geographic knowledge Limited travel costs No duplication of effort Sales rep owns market
Disadvantages:
Geographic-Based Structure
Customer and product specialization approaches are more complex and should only be used if their specific features are critical for firms sales efforts
Sales force is to focus on customers need and build the best possible relationship
Office equipment manufacturers have sales specialist who deal only with educational institution
Two or more sales reps from the same company will call on the same customer
Expensive duplication of sales efforts
Benefits of Specialization:
Typically more Effective Knowledge of a Product, Activity Strategic Focus Role Clarity Customer Focus
Disadvantages:
More costly
Sales department is the key link, so coordinating the sales effort with other departments is absolutely essential
Coordination may be achieved through policies, written communications, meetings and similar formal management activities
Successful coordination between departments often involve informal communications as well
Advertising
Relation between sales and advertising are of special concern Both form of promotion have the same purpose to inform the public and persuade people to buy
Sales manager must aware of the advertising departments plans and activity, so that sales activity can be complemented
Advertising A good source of sales lead Salespeople can provide feedback on advertising
Primary responsibility or function is to perform basic research and engineering activity needed to develop new products and improve existing
Sales department can assist R&D efforts in two primary ways
- Accounting specialist can assist sales managers in their efforts to control costs, by providing data for selling cost analysis
Credit - Credit plans are major concerns for sales as well as finance. Sales executive should have input into establishing credit policies. Sales people can also provide current credit status information
Industrial manufacturer are looking closely at strategies that will help them adapt to change buying behavior and develop more specialized sales force
For many companies, the major challenge is change from a
1. Account manager - Accounts responsibility, Post sales service, Order taking, Problem solving
2. Prospector - Prospecting 3. Backup - Field sales support
4. Customer relation specialist - information transfer, complaints, conducting research, promotion inquiries, customer service
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