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Role of Sales Manager. Sales manager is an important position in a company.
He does not only focus in sales alone, yet he needs to ...
... team as the manager plays the key role in motivating ... a business development manager
who oversees the sales staff ... The manager here is so important because his or ...
... having a comparatively weak marketing and sales department. ... themselves instead of
needing the division manager to resolve ... it will play a primary role while the ...
... The account manager’s role in team selling is to support the sales rep. OTJ
training represents an opportunity to learn while selling. ...
... in a team, love and care, esteem and status play a bigger role in an ... Meetings between
the sales person and the sales manager to discuss career, job related ...
Submitted by exampaper on September 12, 2006
Category: Business
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Sales manager is an important position in a company. He does not only focus in sales alone, yet he needs to set sales objectives, forecasting, budgeting, organizing and salesforce's recruitment. In order salesforce to achieve it objective, sales manager needs to create a positive environment for his salesforce. According to Barker (2001), salesperson's behavior is influenced by three groups of antecedents - activities of sales manager, characteristics of salesperson and an appropriate sales organization's design. One of the important functions of sales manager is motivating salesforce towards their job performance, productivity, job satisfaction and employees extension.
Motivation is complex because it varies among people. People are motivated towards something that they can relate to and something that they can believe in. Motivational methods will work if the arrangement and values are right in combination. Basically, sales manager needs to motivate salesforce in order them to focus in the sales result. Hence, there is no one that can actually ‘do' a result but can only through carry out more productive and efficient task, having a positive and creative attitude and directed on higher-yield strategic opportunities. Therefore, it is important to understand salesforce's attitude and behavior before giving motivation.
There are two models that can be used to determined and motivates salesforce. It is Maslow's Hierarchy of Needs (Maslow, 1970) and Herzberg Motivation- Hygiene Theory (Herzberg, 1959).
Hierarchy of Needs
According to Maslow (1970), an individual [salesforce] is ready to act upon the growth needs when the deficiency needs are met. Maslow's hierarchy can be used to describe salesforce needs at different levels (Norwood, 1999).
Figure 1.0
Maslow's Hierarchy of Needs
Adopted from Schiffman and Kanuk, 2000. Consumer Behaviour, 7th...
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