小業務日記

1. Supervise the sales force
(1) Assign sales territories
(2) Determine quotas
(3) Decide how the salesperson will be compensated
(4) Secure the sales effectiveness by analyzing sales reports and suggesting work patterns
(5) Motivate the salesperson by utilizing various incentives and rewards
(6) Evaluate the salesperson’s performance - usually by comparing her actual sales with a predetermined or expected standard

2. Recruit, select and train sales personnel
(1) Cooperate with other persons, like human resources manager.
(2) The sales manager’s policies will determine where and how persons will be selected, the methods that will be used in selecting them, and the type of program that will be developed to train them

3. Manage the local sales office
(1) The duties of managing the local office will vary greatly depending upon its size and functions.
(2) Represent the company to participate in local community affairs, to contribute to charities, to participate in several service organizations

4. Serve as the coordinating link between top management and the sales force
(1) Communicate the policy of top management to the salespeople
(2) Communicate the needs and problems of the salespeople to top management

5. Personal selling (in some cases)

6. Involve in decisions related to product development, pricing, the “marketing mix”, and others