Page 10 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes is traditionally at the top of the sales organizational chart, with the VP of Marketing and
Sales driving the sales strategy of the firm.
There are distinct differences in bottom-and top-level managers. The main difference is the
amount of time they spend on each of their tasks. Lower-level managers spend the majority of
their time on staffing, directing and monitoring salespeople. Top-level managers generally
focus on planning, organizing and coordinating their sales strategy with overall corporate
objectives. They also forecast sales, set objectives, develop strategies and policies, and establish
budgets.
Sales management jobs are found in both consumer and commercial industries, in positions
ranging from district manager, to vice president of marketing and sales, to top sales management
of the firm. Competition for sales management jobs can be intense. Sales managers typically
start out as salespeople, working their way to the top with strong leadership and organizational
abilities. The progression of salespeople into management positions is gradual, with
representatives moving into more executive positions by taking on more responsibility with
larger, national accounts. It is likely that a sales representative will spend a portion of their
career as a district or regional sales trainer before moving into a senior sales management role.
The progression of salespeople into management positions varies based on the size and
organizational structure of the organization.

Did u know? The organizational structure for sales management varies depending on the
firm’s size and strategy. In field sales management, the structure consists of the unit
manager, district manager, regional manager, general manager and vice president of
sales.

Self Assessment

Fill in the blanks:
1. Marketing, ..................... management and marketing management are closely related to
each other.
2. ..................... are found in both profit and non-profit making organisations.
3. Marketing management is a ..................... concept and sales management is a part of
marketing management.
4. The ..................... structure for sales management varies depending on the firm’s size and
strategy.
5. Lower-level managers spend the majority of their time on staffing, ..................... and
monitoring salespeople.
6. Sales management jobs are found in both consumer and ..................... industries.

1.2 Objectives of Sales Management

Quantitative Objectives (Short-term)
1. To retain and capture market share.
2. To determine sales volume in ways that contributes to profitability.

3. To obtain new accounts of given types.

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