Today, the sales manager is one of the most popular and well-paid vacancies. However, many do not think how difficult this work can be, drawing on the knowledge of it from Hollywood films in which well-dressed men casually conclude multimillion-dollar contracts while sitting in a luxurious restaurant. However, not everything is so rosy. Let us consider in more detail the main functional responsibilities of a sales manager.
The first and most important is customer search. It is carried out in different ways: “cold calls”, when a person simply calls all the companies of the corresponding profile according to the list in the telephone directory with offers of goods; advertising, trips to potential customers, sending letters on the Internet - in general, by any means that can bring results. The problem is that 99% of this work is usually wasted. Monitoring competitors is also the responsibility of the sales manager. Only a person who knows under what conditions and at what price other firms sell their goods, what shares they hold, can offer more favorable conditions. However, it is not enough to find a client - it is necessary to keep it, therefore, further conducting the transaction is also the responsibility of the sales manager. A professional in his field will not only “boil over” the goods, but will also track how the client received it, whether he was satisfied, whether there were any problems.
Functional Responsibilities of a Sales Manager:
1. The manager must know the characteristics and properties of the goods sold, as well as the given plans, technology and advanced sales techniques.
2. Ensure the implementation of these plans, including organizing sales and conducting promotions.
3. Monthly draw up sales plans for subordinates.
4. To study the sales market and systematize the information received in order to optimize the sales work.
5. Monthly provide the boss with a report on the work done.
6. Establish contacts with potential customers and strengthen already established business relationships. There are many ways to maintain contacts - for example, to congratulate on holidays, periodically call, get interested in business, give small souvenirs, invite to corporate evenings organized by the company.
7. The duties of the sales manager include customer consultation on the selected position and assistance in the selection of goods.
8. Updating and constant replenishment of the client base.
Moreover, the manager often draws up and concludes supply contracts with his own hands and is responsible for the delivery of goods. It is he who solves all the problems associated with unloading, under-delivery, marriage, and re-sorting. A sales manager is required to regularly attend training courses aimed at continuing education, and to develop his ability to communicate with people and sell goods.
The sales manager’s instructions depend on the specifics of the company and are very different in different organizations. In one place he deals only with “cold calls”, in another he constantly drives around in search of customers. Such work is great for energetic, young people who love an active lifestyle and know how to communicate. Cons - percentage work, the payment of which depends on the implementation of the plan. If the tasks set by the management are not fulfilled, the manager often receives a bare salary, which can be one and a half to two times less than the declared salary.
In addition, in modern business the competition between firms is enormous, especially if they are small organizations. For each client, there is a real struggle, so managers have a hard time. And customers, knowing their price, behave down. So, often during the same “cold calls” a stream of abuse can fall on workers.