An analysis of the sales by management responsibilities and geographic area

It would be very difficult for the sales manager to monitor the total market as it is too large and unmanageable by one person.

An analysis of the sales by management responsibilities and geographic area

All the salespersons cannot be considered equal and competitive; it depends on the basis of experience and skills. The manager decides if sales representatives will focus on larger clients, smaller clients, a mix of customers, whether customers should be contained to a specific geographic area and other sales direction policies. Now there are many software available for calculation and the final result. An experienced sales manager can develop accurate revenue projections that can be used to create accurate company budgets and that may be useful in monitoring company growth. The operational error is reduced here. Another important factor is the travel time; this differs from one area to another depending on the factors transportation, condition of roads, weather condition etc. Now computers handle this activity and complete it in a much shorter period of time with accurate results.

A sales manager becomes an additional layer between you and your sales professionals that can cause you to have a disconnect with your sales representatives and customers. The operational error is reduced here.

As of Maythe median salary for a sales manager in the U.

List the roles and responsibilities of a sales manager

Disadvantage: Disconnect In a small business, the business owner benefits from having direct contact with each employee. The salesman and the customer get time to understand each other and resolve their issues regarding demand and supply. The sales manager estimates the sales volume that the company is expected to get in the following years. Reason 2 In case of any changes required in future, they can be done smoothly. The main advantage of the trading area is that the salesperson is aware of the buying habits of the customers and the pattern of trade. Another important factor is the travel time; this differs from one area to another depending on the factors transportation, condition of roads, weather condition etc. At the time of selecting the control unit, the management should aim to select as small a control unit as possible. The salespersons are assigned territories by the sales manager depending on the basis of sales. Before investing in a sales manager, you need to understand the advantages and disadvantages of employing one and determine if your company would benefit from creating the position. To improve customer relations As we know, salespersons have to spend most of their time on road to sell the products but if the sales territory is designed in a proper way, the salesperson can spend more time with the customers present and potential.

Once the task is assigned, frequent checks are done to monitor the calls; it helps to determine the work of each salesperson. It is less expensive and convenient to gather data and make evaluation.

area sales manager job description

But sales managers can be expensive and may not be a viable investment for your organization. The geographical areas with high sales are assigned to the salesperson with experience, who can handle the workload. If an important issue arises with a large customer who would benefit from the company owner's involvement, the added layer of a sales manager may slow the information to you and make the situation worse.

Area sales manager job description pdf

As of May , the median salary for a sales manager in the U. This part of territory had earlier been assigned to Mr. This creates motivation and interest to work. Making an Account Analysis The next step after selection of geographical control unit is to plan an audit of each geographical unit. The area allocated to the salesperson contains the present and the potential consumers of the organization. Now computers handle this activity and complete it in a much shorter period of time with accurate results. It can be done easily, as the unit is small.

Small and medium scale companies do not use geographically defined territories.

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Sales territory management