Billings Pharmaceuticals Customer Vulnerability and Moral Equity

Chapter 1

Introduction to Sales Management and Its Evolving Roles

Chapter Outline

• What Is Sales Management? • Types, Titles, and Hierarchical Levels of Sales Managers • Responsibilities and Duties of Sales Managers • Expanding Roles of Sales Managers • What Qualities Are Needed to Be a Sales Manager?

Chapter Outline

• Integrating Sales Management and Marketing Management • Monitoring and Adapting to the Macroenvironment • How Well Are Sales Managers Performing? • Developing Sales Managers for the New Millennium

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Learning Objectives

After reading this chapter, you should be able to do the following:

1. Summarize the basic responsibilities and evolving roles of sales management. 2. Demonstrate how sales managers can better integrate their roles with marketing management. 3. Identify and prepare for megatrends that will affect your future in sales management. 4. Evaluate the selection criteria for sales management and compare them to your present and potential qualifications. 5. Analyze how the sales manager’s job is expanding and what it will mean for your career.

What Is Sales Management?

• Few jobs are more crucial to the ultimate success of a business than sales management. • Sales management shapes and determines nearly all the firm’s interactions with customers. • Sales managers oversee the sales force—the direct income producers who determine the financial health of their organizations.

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Types, Titles, and Hierarchical Levels of Sales Managers

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Responsibilities and Duties of Sales Managers

• Sales managers plan, lead, and control the selling activities of their organizations. • They continuously monitor and adjust their marketing strategies to dynamic technological, competitive, economic, legal, and cultural factors. •...