TAILIEUCHUNG - Effective Sales Management Techniques - A Few Important Steps can keep a Sales Manager Focused and His or Her Team Accountable

In addition to these intrinsic and extrinsic attributes, the consumption situation has been found to have a determining influence in the selection and purchase of wine. Indeed, situation is becoming an important area of focus in marketing research because the situational influence on consumer behavior suggests that situation may be used as a basis for market segmentation (Hall and Lockshin, 2000). Despite this growing importance, however, to date a limited number of studies have been conducted which investigate situation as a determinant of choice behavior. Sandell published an early work in 1968 in which subjects were presented with an inventory. | Helping Businesses start Grow Prosper Effective Sales Management Techniques A Few Important Steps can keep a Sales Manager Focused and His or Her Team Accountable The position of sales manager often comes with multiple responsibilities. Each of which has a direct affect on the success of the organization. The sales manager is frequently an active salesperson as well as an administrator. He or she must make sure quotas are being met margins are in line pipelines are full salespeople are making their calls and individuals are realistically matched to their positions and territories. An effective sales manager realizes that a person s behavior is the key to success. How a salesperson behaves towards his or her responsibilities has a direct link to results. The individual who constantly complains about the state of the market lack of leads and referrals inability to get to the decision maker etc. is usually better at making excuses than making sales. The quandary for the sales manager is - how long should he or she put up with ineffective behavior 1 In order to answer that question the sales manager must first look at the reporting structure that he or she has put in place for the entire sales team. All sales teams should meet at least twice a month. I prefer once a week. And each sales person must be ready to report his or her results to everyone in the room or on the conference call . One easy way to hold each person accountable while enabling them to communicate weekly progress efficiently is to use that good old stand-by. .paper. At the weekly meeting each person should present his or her weekly cookbook or call sheet for the previous week. The sheet is broken into two different categories one is titled Prospects and the other is titled Existing Clients. The two large categories are then sub-divided into smaller areas. Under Prospects the column headings may read Calls Contacts which would include telephone calls e-mails etc. Conversations this measures how many .

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