Professional Documents
Culture Documents
Part I
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.
17%
Competitive Price
Figure 1-1:
Personal selling
Sales management
Whats New?
Figure 1-2:
Selling Process Relationship Selling Customer Relationship Management Sales Teams Global Account Management Inside Selling
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
Table 1-1:
Travel/waiting
Internal meeting
15
14
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
Trust Building:
Maintains good rapport with the sales team and fosters open communications, collaboration, creativity, initiative, and appropriate risk taking
Travels regularly and has a basic business vocabulary in languages relevant to the position