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Sales Management
I dont care how many degrees you have on the wall, if you dont know how to sell, youre probably going to starve.
Figure 1-1:
Advertising
Internet
Sales management
Figure 1-2:
Selling Process Relationship Selling Sales Teams Inside Selling Productivity Metrics
25% Quality
of Product or Service
17%
Competitive Price
Figure 1-3:
RELATIONSHIP
Emphasis on general Management skills Proactive innovation/opportunity Identification and offers Value-based offers/ Organizational enablers Broaden to Customers customer
Sales/revenue Focus
Traditional customer relationships
Figure 1-4:
Sales
Purchasing
Sales Team
Customer Team
Supplier
Customer
Supplier
Customer
Answering Objections
Initiative
Figure 1-5:
Technology Competency
Coaching Competency
Appreciates the distinctive competencies of the organization with respect to market opportunities and limitations Understands how to marshal organizational resources to meet the needs of the customers
Travels regularly and has a basic business vocabulary in languages relevant to the position
5. Intranet
6. Extranet
3. CRM
4. Groupware
7. E-Commerce
Figure 1-6:
DIRECTOR
Customer Business Development Sector/ Multi-Sector Sales Human Resources
OTHER FUNCTIONS
Canada Latin America Asia/Pacific Europe Middle East & Africa U.S.
ASSOCIATE DIRECTOR
Customer Business Development Sector/ Multi-Sector Bus. Devel Sector Sales Merchandising Human Resources
MANAGER
Operations Manager Geographic or Team Account Exec Other Field or General Office Roles
Finance Other
ACCOUNT MANAGER
Operations Manager Geographic or Team Account Exec Other Field or General Office Roles