Function of sales executive
The functions/ duties of a sales manager are many and varied. They may be classified under the following three heads:
1. Managerial /executive duties or functions
2. Administrative duties or functions
3. Miscellaneous duties or functions 1) MANAGERIAL / EXECUTIVE DUTIES OR FUNCTIONS
The main function of the sales manager is the management of sales operations including sales programmes and sales personnel. The management of sales programmes includes establishment and developing short-term and long-term sales policies and sales objectives, in consultation with other heads of related departments. He develops detailed sales programmes for his department designed to improve competitive positions, to minimize re-distribution costs and to achieve pre-determined sales goals in terms of amount and quantity. For this purpose he should review and approve and if necessary, improve sales strategies, sales policies, sales objectives and pricing policies of the respective products.
The management of sales personnel function includes recruitment, selection, training, direction, supervision motivation and control of sales personnel in the best interest of the organization. In smaller organizations, the top executive of the sales department sales manager himself, performs this function. However, in large organizations, services of staff specialists are made useful. He fixes sales territory and sales quota for every salesman, watches his performance and takes necessary timely action to correct hi performance. 2) ADMINSTRATIVE FUNCTION The administrative head of sales department is Sales Manager who is having full control over the staff of the department and administering the sales office. He establishes an effective plan of sales organization and also controls the activities of the entire sales staff working under his control. He is the leader of the sales personnel at all levels and guides, directs and provides them proper incentive so as to perform their duties
1. Managerial /executive duties or functions
2. Administrative duties or functions
3. Miscellaneous duties or functions 1) MANAGERIAL / EXECUTIVE DUTIES OR FUNCTIONS
The main function of the sales manager is the management of sales operations including sales programmes and sales personnel. The management of sales programmes includes establishment and developing short-term and long-term sales policies and sales objectives, in consultation with other heads of related departments. He develops detailed sales programmes for his department designed to improve competitive positions, to minimize re-distribution costs and to achieve pre-determined sales goals in terms of amount and quantity. For this purpose he should review and approve and if necessary, improve sales strategies, sales policies, sales objectives and pricing policies of the respective products.
The management of sales personnel function includes recruitment, selection, training, direction, supervision motivation and control of sales personnel in the best interest of the organization. In smaller organizations, the top executive of the sales department sales manager himself, performs this function. However, in large organizations, services of staff specialists are made useful. He fixes sales territory and sales quota for every salesman, watches his performance and takes necessary timely action to correct hi performance. 2) ADMINSTRATIVE FUNCTION The administrative head of sales department is Sales Manager who is having full control over the staff of the department and administering the sales office. He establishes an effective plan of sales organization and also controls the activities of the entire sales staff working under his control. He is the leader of the sales personnel at all levels and guides, directs and provides them proper incentive so as to perform their duties