Sales Manager



What Does a Sales Manager Do?
Like all managers, the Sales Manager also has to plan, organize, motivate & control. Ho does all this in relation to salesman.

He therefore sets sales objectives, which are derived from marketing objectives. These sales objectives are the total sales volumes which is broken up into individual product sales figures. Productwise volumes are given to individual territories & even sometimes for individual customers. The salesman has then to achieve this target which is also called a Sales Quota.

The Sales Manager, together with his salesmen, is able to derive monthwise sales figures in units and RM (dollars) & sales per customer in an area, in units & RM (dollars) per month for each of his salesmen's territories.

When working out the individual product volumes to be sold, the sales manager will naturally keep in mind 2 important factors:
1. What sales are achievable based on market conditions;
2. Which products need to be sold more because of their higher profitability.

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