Management of Sales
Management of overall sales functions includes analysis of competitive products and selling techniques, reviewing research, and working with budgets and quotas. Sales managers set pricing policies, select distribution channels, determine territories, decide which conventions to participate in and set entertainment policies. They are the authority in determining how incentive programs can be used to support these and other sales functions.
Other responsibilities in directing the sales force include staff recruitment and training, performance evaluation, monitoring daily sales activities, and dealing with customer service. A combination of sound management and people skills ensures a sales force that develops accounts and satisfies customers effectively.