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SALES MANAGEMENT:
ITS NATURE, REWARDS, AND
RESPONSIBILITIES
EXTERNAL ENVIRONMENT
CEO
President T o p S a le s L e a d e r s
( S t r a t e g ic )
F ir s t - L in e
S a le s L e a d e r s
District Sales Leader ( O p e r a t i o n a l)
Top Managers
P la n n in g S t a f f in g T r a in - L e a d in g C o n t r o llin g
in g
35% 10% 5% 30% 20%
Middle Managers
P la n n in g S t a f f in g T r a in in g L e a d in g C o n t r o llin g
28% 10% 10% 30% 22%
First-Line Managers
P la n n in g S t a f f in g T r a in in g L e a d in g C o n t r o llin g
15% 20% 25% 25% 15%
2. PEOPLE SKILLS
Involve the ability to work with and through other people and
to work effectively as a group member.
3. TECHNICAL SKILLS
The ability to perform a specialized task that involves a certain
method or process.
C o n c e p tu al an d P e o p le S k ills T e c h n ic a l S k ills
D e c is io n S k ills
T o p S a le s L e a d e r s
M id d le S a le s L e a d e r s
F ir s t - L in e S a le s L e a d e r s
N o n m a n a g e r i a l S a le s p e o p l e