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PART I
SALES MANAGEMENT:
ITS NATURE, REWARDS, AND
RESPONSIBILITIES
EXTERNAL ENVIRONMENT
CEO
President T o p S ale s L e a d e r s
(S tr a te g ic )
F ir st- L in e
District Sales Leader S a le s L e a d e r s
Assistant District Sales Leader ( O p e r a t i o n a l)
Nonmanagerial Salespeople
Sales Trainee Salesperson Key Account
Copyright © 2001 by Harcourt, Inc. All rights reserved.
FIGURE 1.4 PERCENTAGE OF TIME SPENT ON FUNCTIONAL ACTIVITIES
BY ORGANIZATIONAL LEVEL
Top Managers
P la n n in g S ta f f in g T ra in - L e a d in g C o n tr o llin g
in g
35% 10% 5% 30% 20%
Middle Managers
P la n n in g S ta f f in g T r a in in g L e a d in g C o n tr o llin g
28% 10% 10% 30% 22%
First-Line Managers
P la n n in g S ta f f in g T r a in in g L e a d in g C o n tr o llin g
15% 20% 25% 25% 15%
President
Salesperson
Sales Trainee
Copyright © 2001 by Harcourt, Inc. All rights reserved.
SALES MANAGEMENT SKILLS
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 irs 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 ia l S a le s p e o p le