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18 Cards in this Set
- Front
- Back
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Is a business discipline which is focus on the practical applications of sales techniques and the management of a firm sales operations. |
Sales management |
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Is the coordination of people and resources to effectively produce the desired goal |
Sales management |
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Is the process of developing a sales force coordinating sales operations and implementing sales techniques that allow a business. |
Sales management |
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Typical choose management themselves but other time senior management chooses them because they are seen as well respected. |
Sales managers |
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The sales skills model |
1.Communication skills 2.technical knowledge 3.business acumen 4.market experience |
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The sales management model |
1.Developing the team 2.creating the vision 3.formulating the strategy 4.managing the operations |
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Cultural misalignment |
1.Industry culture 2.Sales department culture 3.company culture |
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Cultural alignment |
1.Industry culture 2.company culture sales 3.department culture |
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It is a conservative environment is the dress code formal or casual |
About the industry |
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What does senior management value |
About the company |
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Is there a great deal of interaction among departments or do individuals or separate group works in silos |
About the department |
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The first issue for many new managers is managing those who just days ago we're at the same level as them |
Managing former peers |
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Many management consultants and psychology of management pundits suggests that any friendship should be set aside after a hierar - chical change. |
Managing friends |
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As a sales manager you will likely have to faced the challenge of managing unsupportive people. |
Managing non allies |
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Some experience salespeople may be resistant to a new sales manager. |
Managing experienced sales people |
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Another critical aspect to become more comfortable with in order to succeed as a manager and in all areas of your life is change. |
Embracing change |
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Over the next three months you should be getting to know your staff managers customers and the major components and requirements of your new role |
Short term |
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As you look toward the future you will need to consider where you want both you and your team to be |
Long term |
