S H IV A JIR A O S .

JO N D H LE
IN S TITU TE O F M A N A G EM EN T S C IEN C E
A N D R ES EA R C H

Project Topic:
Role And Responsibility of Sale's
Manager
Prepared By
Mr. Sachin Jadhav.
Mr. Nitin Bansude
Under The Guidance of
Prof . M. Siby.

IN TRO D UCTIO N TO RO LE O F SALES M AN AG ER

sales managers occupy middle level positions in an
organization with the top management above and the
sales personnel below them. the activities of a sales
managers are influenced by the
demand and
expectation of various groups of people both internal
and external to the organization. while those internal
include the top management, the sales personnel, and
other sales
managers, people external to the
organization who influence the activity of a sales
managers include customers, competitors, advertising
agencies,suppliers,society,etc.

Sales managers, not only perform sales

management function, they also perform other
function of marketing management to
effectively achieve the strategic marketing
objectives of the organization.
The plan, direct and
control the personal selling activities of the
sales personnel. They also organize, recruit,
select and train the sales personal, assign
them necessary resources and aids, allocate
territories,
set
sales
targets,route,and
supervise their sales efforts.

EVOLUCTION OF THE SALE

Prior to the Industrial Revolution, small-scale
enterprise
dominated the economic scene, and selling was
no
Problem. with the Industrial Revolation,which
began about 1760 in England and shortly after the
American Revolution in the united states, it
became increasingly necessary to find the new
markets.
The advent of specialized sales
departments helped to solve the orginational
problems of market
expansion, but another
problem
remainedcommunicating
with
customers. At the start, goods were sold to
retailers, who resold them directly to consumers.

OBJECTIVES OF SALE
Sales volume.
Contribution to profit's.
Containing growth.
THE PROCESS TO ACHIVE THE GOALS
Objectives are translated into more specific goals.
They are broken down and related as definite
goals
that the company has a reasonable chance of
reaching.

RESPONSIBILITIES OF A SALES MANAGER

Sales managers are the front-line managers of a
sale
organization. The quality of a sales organization
dependent on how well its sales managers fulfill
their
responsibilities. sales managers have several key
responsibilities.
Hiring
Training
Coaching
Motivating
Setting targets and tracking the result
Providing leads and sales supports
Organizing the sale effort

HIRING
The sales managers plays a key role in hiring
sales personnel for an organization. he is
responsible for preparing job description for
various sales position. a carefully worded job
description prevents the management from
hiring the wrong kind of people for the sales
position there by reducing the sale force
turnover.

TRAINING
It is the responsibility of a sales manager to train
the sales
Persons in his team to achieve sales targets. sales
training
In a company may differ from that in another
company.
Some organization conduct formal training
program for their sales force .some other
employee of the company having wide
experience in sales.
The sales manager
should also train sales person on how to handle
objections and close
a sale by summarizing the key attributes of the

COACHING
The sales manager should observe how sales
team perform in the field to identify the
training needs and gauge the effectiveness of
the sales training.
The sales manager can examine the
salespersons techniques of selling and note
down the aspects which the salesperson needs
to be corrected.
The coaching function of the sales manager
involves identifying the reasons why the
salesperson is not
performing satisfactorily and devising a
solution to correct the problem.

MOTIVATING
The following three factors play a role in
increasing the
productivity of an employee.
The sales manager should ensure that it is not just
the
top performers in the sale force who
required to be praised.
The sales persons who display only a slight
improvement in the performances should be
praised to ensure that they show further
improvement for some, money may be the only
motivator while for other, receiving, paires,and,
gifts recognition, incentives gifts, awards
challenging assigments,etc may be the motivators.

SETTING TARGET AND TRACKING THE RESULT

The sales manager set targets for the
salespersons under
his supervision. the sales target may be in the
form of new
accounts, amount of revenue to be generated, or
it may
even be in the form of ratio of sales per customer.
This may be in the
form of
number of phone calls made, number of letters,
mailed or
number of visits made in the week. the sales
manager
ensure that the target set by him are realistic and

PROVIDING LEADS AND SALES SUPPORT

It is the responsibility of the sales managers to
clear all
the hurdles that salespersons are likely to face in
achieving
their sales target.
The sales manager has to continuously, develop
new
business through the contacts he
develop the community
The sales managers needs to identify leads, and
then hand
them over to the sales staff to
follow upon.

ORGANIZING THE SALES EFFORT

A sales manager helps salespersons to organize their sal

effort. The sales managers also ensure that the salespers
follow a systematic process of call reporting and filling o
expense report .this help sales managers keep tabs on th
activities of their sales staff and give them appropriate
sales advices.

CONDUCTING SALE
MEETING
One of the prime responsibility of a sales manager is
to
conduct sales meetings .The frequency of sales
meeting
can depend on various factors. some of them include
availability of key players, frequency of requirement
of
progress update. To conduct effective sales meeting,
sales
manager should send the agenda to the
participants so that they can come with preparation
for the meeting.
The sales manager while conducting sales meeting
must
take care to cover aspect review of the sales

conclusion
The sales manager is an important person
in an organization. He plays a key role in
the orgination.he can increase the selling if
he is genius, A person with leadership
qualities and communication skills .he/she
always takes care of hiring ,training,
motivate ,etc to improve the results of
selling so he is backbone of the
organization.

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