Sales management

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Sales management refers to Sales quotation 、 Sales Order 、 Sales Shipment , return Sales invoice Handling customer management 、 Price management And other functions to effectively control and track the whole sales process. It can help the sales personnel of the enterprise complete the customer file management , Sales Quotation management 、 Sales Order Management , Customer Deposit Management, customer credit check Bill of lading And a series of sales management affairs such as sales picking processing, sales invoice and customer return, payment refusal processing; Through internal information sharing, enterprise leaders and relevant departments can timely grasp the content of sales orders and accurately make Production plan And other plans and arrangements, which can be understood in a timely manner Sales process The accurate situation and data information of each link in. At the same time, by reducing order preparation time Error rate And quickly answer customer inquiries to provide service level 。 This system is connected with the inventory management system, A/R management, production, cost, etc Subsystem Combined with applications, it can provide enterprises with comprehensive sales business information management 。^[1]

Chinese name: Sales management
Foreign name: Sales management

Properties: marketing management
Functions: by customer provide product and service

catalog

one definition
two Management process
▪ Strategic plan
▪ Sales Organization
▪ Performance management
▪ Performance evaluation
three "Four modernizations" of management
▪ be institutionalized

definition

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Sales management

marketing management It is defined as follows:“ marketing management It is a way for individuals or groups to meet their needs and desires by creating, providing and exchanging valuable products with others social activities And management process ".

Marketing management is a very important part of enterprise management. Marketing work It must be connected with the enterprise's product development , production, sales, finance and other work links. Only in this way, the whole enterprise Business objectives Can be achieved business strategy Can be effectively implemented. The marketing management is based on the business objectives and strategies of the enterprise Business plan Of overall strategy Under, according to the business environment Of Analysis results , subdivide the market and select the target market , hereby formulated Marketing plan and Marketing mix , promote the implementation of the plan and Execution plan The process of Supervision and control , assessment, review and revision.

Modern enterprises attach great importance to sales management, whose fundamental purpose is to increase sales and Enterprise profit 。 But purely relying on people Subjective initiative It is difficult to achieve a certain level of improvement, so, Sales management software However, facing the high cost of software and hardware, managers of small and medium-sized enterprises had to stop moving forward, and the emergence of sales management made Business owners Finally, the goal of rapid development was achieved.

In this era of fierce competition, in order to improve their sales competitiveness, enterprises often choose and provide Sales management software To help the overall competitiveness of the enterprise. Chinese and foreign experts and scholars have different understandings of the meaning of sales management. the West Scholars generally believe that sales management is salesman Sales force management. Marketing authority Philip Kotler It is believed that sales management is to design and control the goal, strategy, structure, scale and remuneration of the sales team. Joseph P. Vaccaro, an American scholar, believes that sales management is the solution Sales process Problems in, sales manager He should be a knowledgeable and experienced manager. In Sales Management, Ralph W. Jackson and Robert D. Silich believed that sales management is the key to Personal promotion Plan, command and supervise activities. Chinese scholars Li Xianguo Others believe that the so-called sales management is the direct realization of management sales revenue Process. Sales management can be divided into narrow sense and broad sense; The narrow sense of sales management specifically refers to the management centered on sales force; In a broad sense, sales management is the comprehensive management of all sales activities.

Management process

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After clarifying what sales management is, the process of sales management is roughly as follows:

1. Determine according to the company's strategic planning Sales target And budget

2. Formulate according to sales objectives and budget Sales plan And corresponding Sales strategy

3. Allocate relevant resources according to the sales plan and strategy (including: establish Sales Organization And training the sales staff), etc

4. Break down the company's overall sales objectives and budget to develop personal sales indicators for sales personnel

5. Sales personnel make their own sales plans according to their own goals, budgets and the company's sales strategy

6. Evaluate the effectiveness of the sales plan and the work performance of the sales staff

Strategic plan

The enterprise has determined the marketing Strategic plan After that, Sales Department Therefore, we need to formulate a specific and detailed sales plan so as to carry out and implement the sales task of the enterprise and achieve the sales target of the enterprise. The sales department must clearly understand the business objectives of the enterprise, the target market of the products and Target customers Only after we have a clear understanding of these issues can we formulate a practical and effective sales strategy and plan.

In developing marketing strategy We must consider the market operating environment, industry competition, the strength of the enterprise itself and the status of distributable resources life cycle And other factors. Prepared in the enterprise Marketing strategy On the basis of, the sales department formulates corresponding sales strategies and tactics.

According to the predicted sales target and selling expenses The sales department must decide the size of the sales organization. Work arrangement, training arrangement Sales area Division and staffing of sales staff Job evaluation And remuneration are the issues that the sales department must consider when making sales plans.

The sales plan must include Task Arrangements. The sales work in each region must be assigned to specific personnel. The sales plan must be specific and quantitative, and be able to clearly determine the sales indicators that each region or salesperson needs to complete.

Sales Organization

The Sales Department needs to study and determine how to establish the sales organization structure, determine the number of sales department personnel, the budget of sales funds, the recruitment method and qualification requirements of sales personnel.

In the process of formulating and implementing sales plans, how to organize sales departments, how to divide sales regions, how to build sales teams and how to arrange the work tasks of sales personnel is a very important task. The sales department needs to Target sales volume 、 Sales area Size Sales agent And the setting of the sales branch, the quality level of the salesperson and other factors to determine the size of the sales organization and the setting of the sales branch.

Performance management

Sales management

The ultimate purpose of sales work, or the contact between sales personnel and target customers, is to sell products and maintain the relationship with customers, thus bringing sales business and profits to the enterprise.

Salesperson's Sales performance , which is generally measured by the number of products sold or the sales amount. In addition, the profit contribution of the products sold by the sales staff is another standard to measure the sales performance of the sales staff. But for some need to repeat Buy products The sales staff should maintain the relationship with such customers. Ability to maintain business relationship with customers and after-sale service Quality is also an important assessment factor.

The sales department needs to carry out all sales work according to the sales plan, closely follow up and supervise the progress of sales work in all sales regions Frequent inspection The completion of sales tasks of every region and every salesperson. Find problems and immediately understand and deal with them, guide and assist the sales staff to deal with the difficulties they may encounter in work, and help the sales staff to complete the sales task. The sales department needs to provide various resources for the work of sales personnel, support and motivate each sales personnel to complete their sales targets.

Performance evaluation

The performance evaluation of sales personnel is an important task, Sales Department Must ensure that the established Work plan It is necessary to systematically monitor and evaluate the completion of the plan and target to achieve the sales target. The performance evaluation of sales personnel generally includes checking the sales performance of each sales personnel, including the sales volume of products, the completion and progress of sales indicators, the number of customer visits and other work. The management and evaluation of sales performance of sales personnel must be carried out on a regular basis, and clear criteria must be established for the evaluation items, so that sales personnel can follow the rules. The evaluation results must be fed back to the sales staff to make them know what they are not doing enough, so as to improve the shortcomings of the work.

The most important thing of job evaluation is not only to check the completion of sales staff's job indicators and sales performance, but also to review the effectiveness of sales strategies and plans to summarize successful or failed experiences. Successful experiences and examples should be promoted to other sales personnel, and the failure reasons should also be used for reference by others. Salesmen with good sales performance should be given appropriate rewards to encourage them to work harder. Salesmen with poor sales performance should be pointed out what should be improved and improved within a limited time.

According to the work performance of the sales staff and the results of performance evaluation, the sales department needs to review the company's marketing strategy and sales strategy, and revise the original strategy and plan if it finds that there is a need for improvement. At the same time, the company's sales organization and the training and supervision arrangements for sales personnel should also be reviewed and improved to improve the Working level To enhance the efficiency of sales work.

"Four modernizations" of management

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be institutionalized

No rules, no circles. If an enterprise or organization wants to make progress, it must have corresponding systems to restrain employees and manage the enterprise. So is sales management. Sales management needs certain rules and regulations, which should be implemented by sales managers and guaranteed by formulating relevant systems.

The institutionalization of sales management is the basis of sales management. To institutionalize sales management, enterprises or organizations should develop a set of efficient, systematic and perfect systems, so that sales managers and salesmen have "laws" to follow, so that "laws" must be followed, violations of "laws" must be prosecuted, and "laws" must be strictly enforced. The institutionalization of sales management can ensure the adaptation of enterprises market environment Operate efficiently.

simplistic

Sales management

management system Not the more the better, nor the more complex the better, but the more concise the better. The management of modern enterprises pursues simplicity, and only simple ones are easy to implement. Simplification of sales management is necessary because it can save resources and improve efficiency. The complicated sales management is overlapping in the organization, recycling in the procedure, wasting a lot of time and keeping high cost. Can't be simplified scientific management , there will be no benefit.

Simplification of sales management is feasible. Due to the complexity of human nature, sales management is complicated. However, the complexity of sales management does not mean that management operations must be complex. Sales management can be simple and effective. Simplification of sales management is the highest level of sales management. This requires the sales manager to establish Work simplification Through the innovation of ideas and technical means, the complex processes, standards, systems and operations are simplified and convenient, Flattening of organization namely Management level An example of simplification.

hommization

To understand what is Humanized management You must know what human nature is. Human is a complex, which is different from material goods Special resources are not simply "economic people" or "social people", so human nature cannot be simply summarized as "good" and "evil". There are good and evil things in human nature, and they are changeable in different environments, which results in that human needs are not fixed. Different space-time China Council Have different needs; To a certain extent, "the hunger is hard to fill" is a true portrayal of it. Humanity in the humanization of sales management refers to human nature, that is, the coexistence of "good" and "evil". They behave differently in different environments.

Therefore, the humanization of sales management should be based on the full understanding of all aspects of human nature, manage according to the principles of human nature, and use and carry forward the beneficial things in human nature to serve management and development; At the same time, we should restrain the disadvantageous side of human nature and weaken its negative effect. In terms of the implementation and means of humanization of sales management, adopt "human" ways and methods, respect individuals and personalities, rather than subjectively restrict and restrict salesmen with organizational will or managers' will. On the premise of achieving common goals, give more“ Personal space ”。 It is not just managed by rational constraints and institutional provisions.

Rationalization

Rationalization means constantly adapting irrationality to a reasonable effort process, that is, making better improvements to ensure that enterprises have competitive edge , sustainable operation and development. Rationalization elements of enterprise management: 1. Grasp anomalies and focus on management; 2. Search for the bottom and stop at perfection; 3. Self feedback, spontaneous.

Sales managers should cultivate an open, fair and just Enterprise environment We should be "level with each other" for any salesperson. We should not be unfair or biased because of personal likes and dislikes. We should treat everything in a legal, reasonable and reasonable way. In modern society, the state does not implement obscurantist policy It is to develop people's wisdom, human values are universally respected, and sales managers adopt unreasonable Management Policy The result must be contrary to one's wishes. The sales management work should be rationalized, and the whole enterprise should reach a consensus and form a common management idea Create an excellent enterprise system and culture.

Management Measures

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General

1. Purpose: to standardize the sales management of the Group and improve Business performance The Measures are hereby formulated.

2. Scope of application: Unless otherwise stipulated or agreed by the Group, the sales personnel management of each unit of the Group shall be subject to the Measures.

3. Implementation detailed rules and regulations : Each unit shall formulate its own "Sales Management Implementation Rules", which shall be implemented after being approved by the Group President.

salesman

1. The employment, attendance and resignation of sales personnel are related laws and regulations And the Group Rules and regulations Execution.

2. The work of sales staff is mainly to retain old customers and develop New customers . Facilitating transactions, contract performance, collection and transmission Market information 。

3. Sales personnel should be conservative trade secret And shall not induce customers to transfer or drain the Group's business. strictly prohibit Misappropriation of public funds Receive rebates and withdraw payment for goods through improper means and channels.

Marketing plan

The salesperson formulates according to his/her annual sales target Marketing plan , implemented after being reviewed and approved by the supervisor; The plan includes sales Index decomposition , and ideas and measures to expand the market and increase sales.

Marketing process

1. The salesperson must fill in the "Daily Work Report" and“ Customer Profile Form "and written regularly Work summary ； Each unit shall summarize the "customer file form" every month and submit it to the Group before the 10th day of the next month administrative management One copy shall be kept on file.

2. Customers developed by each unit must report to the Group in a timely manner General Manager's Office For filing, if there is "collision" in the market, the General Manager's Office of the Group shall coordinate in the principle of "first mover first".

3. In principle, sales should be made through the company Business Department Organize contract signing after review Economic contract ， Contract signing Within the next 3 days by Business competent department Submit one original to the Financial Planning Department, the General Manager's Office and the Administration Department of the Group for filing; For old customers with good reputation, the user's responsible person can sign after the approval of the business department of the unit Purchase Order Is the basis for ordering; In principle, if the contract amount is more than 100000 yuan advance charge 。

four Sales profit margin The economic contracts to be signed that are less than 20% shall be determined after the contract review organized by the General Manager Office of the Group.

5. The salesperson is responsible for contract performance and recovering the contract amount as agreed (including Final payment or Quality guarantee deposit ）； Unable to collect the payment for goods due to personal reasons of the salesperson Bad debts If the loss of the group is caused, the sales personnel shall pay Joint and several liability 。

selling price

1. Internal quotation:

⑴ Product sales ：

a. If the price of raw materials is not easy to change Production unit Actively provide internal quotations to all sales units of the Group on a regular or irregular basis.

b. If the price of raw materials is subject to change, the purchaser shall make an inquiry in writing (with seal).

(2) Project Complete project ：

a. Design fee by Engineering equipment material cost 8%;

b. Complete set commissioning cost is 30% of the cost of engineering equipment and materials;

c. Unpredictable fee 7%;

d. management expense 5%；

e. Profit and tax 20%.

2. External quotation:

(1) Each unit can set the price according to the collection method, total profit, degree of competition and other specific conditions of the order, and define the discount authority of each salesperson.

(2) If the customer's counter-offer is lower than the group's pricing standard or exceeds the discount authority of the salesperson, it must be reported to the head of the business department for approval.

⑶ Intra group quotations and discount standards Business Intelligence It is strictly prohibited to disclose, and offenders shall be held accountable.

Operating expenses

(including Travel expenses 、 Public relations expenses ）

1. The salesperson needs to ask the supervisor in advance to borrow business expenses in the process of documentary. For specific approval authority, see the Group Fund Payment Approval Process.

2. Business expense standard:

(1) When the sales profit margin is lower than 25%, the business expense is 20% of the sales price difference;

(2) When the sales profit margin is equal to or greater than 25%, the business expense is 6% of the sales;

⑶ If the business expenses are more than 6% of the sales, the excess shall be paid to the sales staff Business commission Chinese listed.

fringe benefits

1. The salary of salesperson during probation period shall not be lower than that of local Minimum wage , which shall be formulated by each unit and submitted to the General Manager's Office of the Group for approval.

2. After becoming a regular salesperson Salary structure "Monthly salary+business commission+year-end bonus" shall be formulated by each unit and submitted to the General Manager's Office of the Group for approval.

(2) Business commission:

a. 50% of the overpriced part shall be settled in the month when the sales funds are withdrawn.

b. From the date of delivery, except for the quality guarantee deposit, the rest of the sales amount will bear interest at the rate of 1% per month after two months.

c. Business settlement shall be made only after all sales funds except quality guarantee deposit are withdrawn.

d. For contracts with quality guarantee deposit, 20% of the settlement amount shall be reserved for payment after the quality guarantee deposit is withdrawn.

(3) Year end reward: the Group will give a reward based on the sales performance professional qualities 、 Customer satisfaction 、 Market share And the overall benefit of the Group.

3. Sales staff's fringe benefits By Group《 employee handbook 》Execution.

8、 Supplementary Provisions

1. The Group withdraws 2% of sales Market service fee , used for market return visits and year-end rewards for outstanding sales personnel.

2. Non market Marketing personnel Use own social resources Under the premise of not affecting their own work, cooperative sales can draw a certain proportion of bonus based on sales or profits, which is determined by each unit according to the specific conditions of the payment collection method and total profits of the order.

3. For other special marketing personnel policies, see the Group's Special Market Sales Management Measures.

Development trend

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The smooth progress of sales activities needs to be carried out from a strategic perspective To design Thinking and implementing sales activities.

1、 Marketing strategy : Includes Marketing mix And market Marketing budget

2、 Sales strategy : overall, long-term, targeted competitiveness , guidance.

The competitive business environment poses increasingly diversified challenges for enterprises. Sales management Is emerging There are some new trends.

1. From trade promotion to relationship selling

2. From individual sales to team sales

3. From sales volume to sales efficiency

4. From management to leadership

5. From local to global

management system

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1. Sales Plan management 。 Its core content is the reasonable decomposition of sales objectives in all aspects of great significance. These aspects include variety, region, customer, salesman Settlement method 。 Sales method and time schedule. The decomposition process is both a process of implementation and a process of persuasion. At the same time, the decomposition can also test the target rationality It is challenging and can be adjusted in time if problems are found. Reasonable and realistic sales plan Implementation process It can reflect both the market crisis and the Market opportunities , also Strict management , ensure sales work efficiency . The key to work strength; After the target is broken down, follow up the implementation of the target regularly according to the plan, evaluate the reasonable range of the sales target according to the macro environment, and make appropriate adjustments if necessary.

2. Salesperson action Process management 。 Its core content is to focus on the main work of the sales work, manage and monitor the actions of the salesperson, so that the work of the salesperson can focus on valuable projects. Including: monthly sales plan, monthly action plan and weekly action plan, daily sales report, monthly work summary and next month Key points , Flow Sales Forecast Competitive product analysis, market inspection work report, weekly designated visit route, market registry report, etc.

3． customer management 。 The core task of customer management is enthusiastic management and market risk management The key to mobilizing customers' enthusiasm and enthusiasm lies in profits and prospects; The key to market risk management is the customer's credit, ability and market price Control. Management means And methods are: Customer Information Card , customer strategy card, customer monthly evaluation card, etc.

4. Result management. The management of operator action results includes two aspects. everything performance evaluation First, market information research. Performance evaluation includes: sales volume and payment collection, sales report system implementation, sales expense control, compliance with management Market planning Situation and progress. Information research includes: the company's performance Competitor Information , such as quality information 、 price information (second batch and retail), variety information, market trend Customer information Etc.

Management software

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Sales management software is used to manage customer files Lead , sales activities, business reports, and statistics of sales performance. It is an advanced tool suitable for office and management of enterprise sales departments. It helps sales managers and sales personnel quickly manage important data of customers, sales, and business, and realizes intelligent sales management.

matters needing attention

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1. Manage by "self" or "others and me" salesman

Those who tend to manage employees in a "self" way want to become an authority, and those who tend to manage sales personnel in a "he I" way prefer others to regard themselves as mentors and helpful friends. An authoritative manager always demands to look at everything with his own thoughts, words and deeds. Unless he is really an authority, he will arouse the dislike of the salesperson. Therefore, some people prefer to become mentors and helpful friends of salesmen to win others' favor. However, management based on goodwill sometimes lacks dignity, and tends to be "others and me" when "order but not prohibit" management style The manager of the company will ask himself in his heart: Is it impossible to think too much of others?

Obviously, those who have both "self" tendencies and can think of others Dual character It seems that the manager of the company can get the favor and respect of the salesperson most.

2. Motivation Performance appraisal On the question, which is more effective, institutionalization or randomness?

When the rewards used for sales personnel have been regarded as due rewards, or the group is dissatisfied with what motivates individuals, the kind of institutionalized excitation mechanism How much practical significance is there? Every pragmatic manager will consider this issue. The same is true of performance appraisal. Institutionalized performance appraisal will erase the warmth of human nature and eventually win a curse of "ruthlessness". At this time, you have to rethink whether the original intention of performance appraisal is correct.

On the contrary, arbitrary rewards and performance appraisal will leave a lot of room for managers to be good people. However, this is obviously at the expense of "justice".

3. Do you rely on outstanding talents or mediocre people?

Theoretically, outstanding talents can create new worlds and create more benefits for enterprises; However, in fact, because mediocre people often account for more than 80% of the total number of employees, there are many people and they can follow the routine. They support the normal development of enterprises or organizations. Therefore, managers must be clearly aware of the risk of relying solely on outstanding talents. He may lose the support of most people. Moreover, outstanding talents are not easy to control, which is also a big risk in itself.

A more prudent approach, as a great man once summarized, is to rely on progress, unite the middle, and isolate and lag behind.

4. Pay first or pay later?

Give more consideration to the treatment of sales personnel (such as base pay , subsidies, accommodation standards, etc.); hold Enterprise benefits Putting it first, and then linking income with payment collection (such as the implementation of a single royalty system), little consideration is given to treatment, which is the idea of paying later. From the perspective of management, paying for salesmen first is to stabilize them Working conditions , so that they can work at ease. However, some salesmen are likely to be satisfied due to lack of survival pressure, Don't think do Big market ； However, if there is no certain living guarantee, forcing salesmen to live on commission, it may force a group of outstanding talents to quit at the beginning.

Managers must weigh the advantages and disadvantages of the two and see whether to adopt a compromise approach.

perfect

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stay modern enterprise management Among them, if you want to do a good job in sales management, you should first do a good job in customer management. Boss magazine said that the poor sales performance of many enterprises was caused by poor sales management, which was mainly caused by the following aspects:

1. Incomplete system

Many enterprises have no systematic customer sales management system and sales management policies matching various sales management systems in their daily business management. If an enterprise's sales work can't think of big problems, precondition Yes, there should be no obvious defects and omissions in the enterprise's customer sales management system Management system Matching, mutual checks and balances, and corresponding sales management policies to match.

2. No sales plan

The basic principle of customer sales management in enterprise management is to make sales plans and sell as planned. The specific contents are as follows: Market situation And the current situation of the enterprise Sales target , payment collection goals, and other qualitative and quantitative goals; Prepare the budget and budget allocation plan according to the objectives; Implement specific implementation personnel, responsibilities and time.

3. No feedback

Information is Enterprise decision-making The life of. The salesperson is in the front line of the market, and knows the market trends, the needs of consumers, the changes of competitors, and the requirements of dealers best. This information is timely fed back to the enterprise, which is of great significance for decision-making. On the other hand, the problems existing in sales activities should also be reported to the superior quickly, so that the enterprise can management layer Make countermeasures in time. However, many enterprises have not established a systematic business reporting system, and have not collected and feedback information 。

4. No management for customers

If the enterprise has a good management of customer sales, customers will have enthusiasm for sales, and will actively cooperate with the manufacturer's policies to try to sell products; Poor management will lead to Sales risk 。 However, many enterprise managers failed to manage customers effectively. As a result, enterprises could neither mobilize customers' sales enthusiasm nor effectively control sales risks. Common problems in the process of customer sales management, such as customers' disloyalty to enterprises, fleeing goods Accounts receivable Piles of others are the result of improper management of customer sales by enterprises.

Sales Management

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Professional concept

The purpose of sales management is to realize various Organizational objectives Analysis, planning, implementation, supervision and control to create, establish and maintain beneficial exchange and contact with the target market. Achieve the sales target of the enterprise by planning, implementing, supervising and controlling the sales activities of the enterprise.

The sales link is to exchange goods and currency. Only sales can Realize profits Therefore, sales are the lifeblood of an enterprise. Sales elites are a small group of people with the most stable position, the most powerful position, and the highest average income among all enterprises. They never have to worry about unemployment, and major enterprises pay a lot of money to recruit them Social elite 。 Sales Management A group of management talents with systematic theoretical professional knowledge education and practical experience are cultivated. stay Talent market The number of applicants for sales management and Recruitment Position The number has increased significantly. Marketing managers have become an urgent need for enterprises Scarcity human resources. The demand for jobs and the number of job seekers in the talent market in Shanghai, Beijing and other places accounted for 84.5% and 79% of the total statistics respectively. According to the survey of relevant parties, sales management professionals have become the first of the 10 kinds of talents in short supply in China.

Professional advantages

Professional advantages of sales management:

(1) Highlight the characteristics of the times: this major Curriculum Strive to be innovative and pragmatic, keep pace with the times, highlight the characteristics of the times, and keep pace with the times. yes Examination Center of Ministry of Education And China Marketing Association A high-quality project jointly created by the strong and powerful.

(2) Emphasis on practical training: the curriculum focuses on the practicality of the major, and there are many practical link assessment courses, focusing on students' practical skills and integration Competence After graduation, students can quickly adapt to social development and work needs.

job content

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Administration sales contract , agreements and commercial logistics to ensure the standardization of basic external sales documents;

Record accounts and manage important sales documents to avoid Sales Information Omission of;

Be responsible for the production and management of orders and various reports Processing flow , check and receive orders.

Attendance statistics and salary settlement of sales personnel.

Changes in thinking

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Sales personnel and sales managers have different roles and required abilities. Therefore, it is necessary to complete the transition from salesperson to sales manager Mode of thinking , roles and capabilities.

1. Change in thinking concept: the sales manager should consider the problem from the overall and long-term perspective Strategic thinking You can't just think about doing your job well.

2. Responsibility changes: the salesperson's responsibility is to complete personal tasks, while the sales manager's responsibility is to complete organizational tasks. Therefore, while completing their own sales tasks, the sales manager should supervise, assist and guide other salesmen to complete the tasks, so as to achieve the completion of the overall tasks of the cost unit.

3、 Professional requirements Ability changes: sales manager not only practices Operational capability In addition, we should also learn the skills of communication, negotiation, plan making, employee motivation, and employee training.

4. Role changes: after becoming a sales manager, the relationship with colleagues, superiors and subordinates has changed, Role positioning Not the same. That is, from Managed Became a manager.

In a word, the most important thing to change from a salesperson to a sales manager is to learn and keep learning to adapt to new changes.

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