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Sales manager is the typical title of someone whose role is sales management. The role typically involves talent development . Churchill mentioned that the antecedents of sales performance are based on the meta-analysis for the period 1918- 1982 (76 years of previous research work). [ 1 ]
The skills involved can be defined by the organization or by third party institutions. They are usually defined in terms of a skills framework, also known as a competency framework or skills matrix. This consists of a list of skills, and a grading system, with a definition of what it means to be at particular level for a given skill. [1]
A sales target is the minimum sales goal for a set time span. A sales target may be a minimum amount of value (monetary) or product sold (volume). Sales targets may also be for sales activities, such as number of calls per day. Management usually sets the sales targets and the sales territory.
Management skills include: Political: used to build a power base and to establish connections. Interpersonal: used to communicate, motivate, mentor and delegate. Diagnostic: ability to visualize appropriate responses to a situation. Leadership: ability to communicate a vision and inspire people to embrace that vision.
Effective management of oneself is a natural prerequisite of effective management. [2] Personal skills related to business activity include: Managerial effectiveness – Capability of producing the desired result – getting the right things done.
Account executive is a role in sales, advertising, marketing, and finance involving intimate understanding of a client company's objectives and products and a professional capability to provide effective advice toward creation of successful promotional activities and strategies. [1]
The purpose of sales force effectiveness is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople."
Sales engineering is a hybrid profession of sales and engineering that exists in industrial and commercial markets. Buying decisions in these markets are made differently than those in many consumer contexts, being based more on technical information and rational analysis and less on style, fashion, or impulse .
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