Sales Management Positions

Non Managerial
First Line Managers
Middle Level Managers
Top Level Managers

Sales Management, SSM, Chennai.

Nature Sales Positions

Non Managerial

Repetitive Calls
Regular meetings with customers
Product / Service demos
Closing the calls
Generating new leads from existing
ones

Sales Management, SSM, Chennai.

Nature Sales Positions

First Line Managers
Occasional joint calls
Regular meetings with team
members
Updating team members with Market
/ Product updates
Motivating & Retaining Sales Force

Sales Management, SSM, Chennai.

Nature Sales Positions

Middle Managers
Occasional customer meetings
Bridging the gap between line & staff
managers
Regular team meetings
Product / Market information
gathering & segregation
Motivating & retaining the sales force

Sales Management, SSM, Chennai.

Nature Sales Positions

Top Managers

Product / Service evaluation

Formulating key strategies
Deciding upon the marketing tools
Allocating Marketing budgets

Sales Management, SSM, Chennai.

Sales Executive - Functions

All the Basic Sales functions as:
1. Lead Generation
2.Prospecting
3. Meeting
4. Closing
5. Referencing
And Administrative functions as:
a. Planning,
b. Scheduling &
c. Reporting
Sales Management, SSM, Chennai.

Sales Executive - Qualities

Communication Skills
Presentation Skills
Convincing Skills
Promoting Skills
Relationship Skills

Sales Management, SSM, Chennai.

Relationship with Top Management

Top Management
Middle
Level
Frequent
Meetings,
formal /
informal
discussions in
groups & in
person

First Line
Rare team
meetings

Sales Management, SSM, Chennai.

Non
Managerial
Opportunity
to see only in
annual
conferences,
rare
occasions

Relationship with other

Departments
Higher
Level
Very less direct
communication

Same Level

Reporte Level

Very less direct

Close
relationship with communication
peers

Sales Management, SSM, Chennai.

Purpose of Sales
Organization

Better Management of resources

Better control
Division of responsibilities
Improved Span of control
Structured approach to top
management
Growth based motivation
Sales Management, SSM, Chennai.

Setting up Sales
Organization

Defining the objectives Strategic, Tactical, Operational.

Decide up on the Orgn. Structure
Recruitment & Selection of right people
Assigning Authorities Line & Staff
Creating a learning platform through training
Setting Targets
Finalizing a control Methodology Centralized,
Decentralized

Motivating & Retaining the Sales Force

Sales Management, SSM, Chennai.

Types of Sales Organizations

Line Sales Organization
Line & Staff Sales Organization
Functional Sales Organization
Horizontal Organization

Sales Management, SSM, Chennai.

Line Sales Organization

Best suitable for small firms
For sales team with few members
Firms that are focused on sales only

Sales Management, SSM, Chennai.

Line Sales Organization

Sales Management, SSM, Chennai.

Line Sales Organization

Advantages
Clear Auth & Resp.
Quick Decisions
Low Cost

Disadvantages
Too Much dependence on Head Sales
No specialized people to assist Head Sales
Sales Management, SSM, Chennai.

Line & Staff Sales Organization

Suitable for Mid & large firms
Firms with multiple products
Firms with multiple focus

Sales Management, SSM, Chennai.

Line & Staff Sales Organization

Head
Marketin
g
Manager
New
Product

Manager Sales

ASM

ASM

Sales Team

Sales Team

Manager Advertising

ASM

Sales Team

Sales Management, SSM, Chennai.

Manager
Marketing
Research

ASM

Sales Team

Line & Staff Sales Organization

Advantages
- Better control at all levels
- Top mgmnt pressure comparatively
less
- Better planning & coordination
Disadvantages
- Higher cost
- Slower decision
- Conflict may arise between staff
Sales Management, SSM, Chennai.

Functional Sales
Organization
Uses the principle of specialization
Line auth over sales people with
respect to their division
Sales team is multifaceted

Sales Management, SSM, Chennai.

Functional Sales
Organization
Head
Marketin
g

Manager
New
Product

Manager Sales

Manager Advertising

ASM

Sales Team

Sales Management, SSM, Chennai.

Manager
Marketing
Research

Functional Sales
Organization
Advantages
- Multifaceted Sales team
- Reduced cost
Disadvantages
- Confused sales team with multiple
bosses
- results in low employee morale
Sales Management, SSM, Chennai.

Horizontal Organization
No hierarchy level & departmental
boundaries
All support functions have a small
team
All other members are cross
functional experts
They also work with customer teams
to solve issues
Sales Management, SSM, Chennai.

Horizontal Organization
Operations

R&D

Planning

Cust.
Support

Sales

Sales Management, SSM, Chennai.