sales management - project report

Essay by yebbeeUniversity, Master'sA-, May 2013

download word file, 23 pages 0.0

Sales management �

Project Report

In a modern world, the sales management became one of the essential elements for company's business successes and marketing strategies development. Most of TOP managers and human resources departments all over the world spend lot of time to seek a right person to lead the company to the financial welfare. At the same time the sales manager position has grown to be one of the most popular and preferred requirement in the industry. This profession is very versatile and challenging. The core activities of a sales manager include planning and controlling of sales people actions, complete or partial recruiting process, training, supervising and staff motivating apart from demonstrating other variety of roles like, "account manager, problem solver, channel manager, business manager, team leader" (Hair, Anderson, Mehta, & Babin, 2009). For every organization sales manager is a key instrument who helps to build relations with company's customers.

This essay aims to investigate and describe how sales managers successfully perform their job. The project report in successive steps presents fundamental issues related to sales manager's job in large multi-national organization. An itinerary, which leads to complete understanding of sales manager job specific character, begins with under-study-company performance introduction, identification of its positioning on a world arena, business distinctive features. Then exploration proceeds with customers and target audience identities, presentation of desired part of organizational structure, portray of existing sales managers and their place in the operations division. The fundamental part of the project, regarding what exactly sales managers are doing to manage job, is presented in way by following the main activities of sales force and on the other hand introduces several issues as: corporate Key Performance Indicators, the Key Successes Activities, also setting, follow-up and controlling sale targets and the way how they are connected to...