09. The Sales Executive Job

The Sales Executive Job • Sales executive's job is more action oriented than planning oriented. A. Nature of sales management positions. b. Position guide sales manager. 1. Reporting relationship. 2. Job objective. 3. Duties and responsibility. o o o o o o

Sales program. Organization. Sales force management. Internal and external relations. Communication. Control.

4. Performance criteria. o o o o

Sales revenue and volume either equal or exceed the quantities budgeted. Profit contribution of department in line with plan. Writing of detailed sales plan acceptable to marketing management. Turnover of sales people at the level regarded satisfaction by marketing management.

b. 1. 2. 3.

Position guide district sales manager Reporting relationship. Job objective. Duties and responsibility.

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Supervision of sales personnel. Control. Administration. Communication.

4. Performance criteria. o o o o

District sales Rs and volume as per budgeted quantities. Total expenses not higher than the amounts budgeted. Contribution of district office and warehouse and stock facilities is in line with plan. District sales personnel turnover maintained at desired level.

B. Qualities of effective sales executives. o

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Ability to define clearly the position's exact functions and duties in relation to the goals the company expect to attain. Ability to select and train capable subordinates and willingness to delegate sufficient authority so that they can carryout their work with minimum supervision. Ability to utilize time efficiently. Ability to allocate sufficient time for thinking and planning. Ability to exercise skilled leadership.

 Relations with top management.  Relations with manager of other marketing activities. o o o o

Relations with product management. Relations with promotion management. Relations with pricing management. Relations with distribution management.