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Job of sales executive: Its more action oriented. Their plans cover rather short periods and concern near term personal selling objective. In short, main concern of marketing management is future well sales management is present-i.e. here and now. Knowledge required: Not be very explicit; but feel for problem and solution. Keen awareness about company and department goal. Nature and type of contribution of sales department can make. They must know how to analyze information, how to combine its significance with their experimental knowledge and judgment.
Relative emphasis that S.E. gives to operating and planning functions is varies with
1. 2. 3. Type of product Size of company Type of supervisory organization
The significance attached to operating and planning functions varies with the product. If the product is consumer good, sales executive attach the greatest importance to planning function. If the product is industrial good, S.E. gives importance to operating functions. Time spending on both activities is influenced by the size of the company- small company: less time on planning and more on operating and vice versa. Time spending is also influenced by supervisory organization.
Ability to select and train capable subordinate and willingness to delegate sufficient authority to enable them to carry out assigned task with minimum supervision.
Ability to utilize time efficiently. Ability to allocate sufficient time for thinking and planning. Ability to exercise skilled leadership.
Asking for help in deciding problem is asking for closer supervision (and less authority) Effective S.E. keep top management informed on important decision and departments plan and accomplishment. Their reports ensure that top management knows in broad outline the problems encountered in selling companys product, the way they are handled, and result accomplishment
Thank you