The Changing World of Sales Management

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The Changing Worldof Sales Management

• Module One

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Role of the Sales Manager

• Responsible for meeting the strategic
  profitability goals of the corporation.

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Sales Manger Defines the Role of the Sales
Function

• Translates the strategic decisions of top
  management into individual account (customer)
  strategies.
• Establishes the strategic direction for personal
  selling as part of the marketing mix.

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Sales Management Model
Managing People
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Sales Management Trends
From
To
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From Volume to Productivity

• How much did you sell?
• to
• How much profit did you make?

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Leadership

• Collaboration rather than control.
• Coaching instead of criticism.
• Salesperson empowerment rather than domination.
• Sharing information rather than withholding it.
• Adapting to individual salespeople.

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Leadership Trends
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Effective Sales Managers

• Utilize a Strategic Perspective Focused on
  Customers
• Attract, Keep, and Develop Sales Talent
• Leverage Technology

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