The sales manager, Sales Manager, is the person who guides the actual sales of products and services.Coordinate the sales work by determining the sales area, quota and target, andSales RepresentativeDevelop training programs.Analyze sales data and determineSales potentialAnd monitor customer preferences.There are strongerorganization skills，communication skills，communicative competence, creativity, business skills, negotiation strategies and the ability to manage subordinates.[1]
1. Formulation and implementation of regional sales plan:Target customersGroup's demand analysis and the company's annual sales plan, break down and develop the regionsalesmanSpecific sales target;Organize subordinates to implement sales policies and strategies, guide their sales business skills, check and supervise the completion of sales plans, correct deviations in a timely manner, and ensure the realization of market share and sales objectives in the region;2. Sales collection: guide subordinates to collect information, evaluate customer credit and its importance to the company, approve customer credit limit, and track the use of credit at any time to ensure that it is within the normal range;Monthly analysis of subordinate accounts receivablefeedback informationGuide subordinates to improve their collection skills and ensure the smooth recovery of payment for goods;
3. Sales expense control: according to the company's sales expense management regulations and the expense budget indicators of the sales department, organize subordinates to complete sales tasks in strict accordance with the expense budget indicators, review sales discounts, review, control and constantly reduce sales expenses, and ensure the completion of the company's sales expense control indicators;
4. Market development: according to the company's business development strategy and the business objectives of the sales department, cooperate with the marketing department to organize the implementation of the regional market development plan and specific implementation plan, and promote the promotion of the company and product brands;Understand customer demand dynamics, guide subordinates to find potential customers, andCustomer developmentTrack the situation;In order to achieve the goal of increasing the company's market share;
5. Customer relationship management: according to the company's business development needs, establish smooth customers by organizing and arranging customers from various customer groups in the region under their jurisdiction to visit the company, visit and communicate with the companyCommunication channels；Be responsible for visiting important customers in the region, supervising and inspecting the regular visits of salesmen to customers, and keeping abreast of customer requirements;Timely handle customer objections and complaints to improveCustomer satisfactionEstablish long-term, good and stable regional customer relationships;
6. After sales service: according to the company's after-sales service regulations and product characteristics, through communication with customer service, technology and other relevant departments, assist in organizing and coordinating the arrival of goods, product installation, technical support, after-sales maintenance and other work within the jurisdiction, and jointly achieve the after-sales service goals;
7. Sales information management: according to the company's business development needs and regional market characteristics, organize subordinates to collect information about the changes in product market conditions in the region and the sales strategies and market strategies of key competitors, analyze and predict market information, formulate countermeasures, and provide timely suggestions to relevant departments;yesCustomer Profile, transaction records, etc;To ensure the timeliness, accuracy and integrity of sales informationpolicy decisionProvide support for the formulation of;
8. Sales team building: according to the company's long-term development needs and rules and regulations, organize the recruitment, training, task allocation and business guidance of subordinate employees, formulate subordinate assessment objectives, regularly communicate the results of performance evaluation, put forward suggestions for improvement, and help subordinate employees improve their work performance and enhanceteam cohesiveness And the spirit of cooperation to establish an efficient sales team to support the achievement of sales goals.
Employment requirements
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The educational background required by enterprise managers varies greatly, and most of them have bachelor's degrees in liberal arts or management.Marketing, business, finance, accounting, computer and psychology courses are also relevant to thispositionGood preparation.International trade knowledge and foreign language proficiency are very important for this position.Need to receive training in marketing, product knowledge, public relations, management skills development, etc.Professional certificates available for reference include:China Marketing AssociationChina Sales Manager Business Qualification Certificate and the United StatesATACertificate of Business Skill Level of Sales Manager issued.[2]
People who have more than 8 years of sales experience, good performance, rich channel resources, can play an independent role, and can take on regional, regional, or national markets.More than 5 years of front-line sales work experience, deep understanding of marketing, good market development ability and judgment ability, and strongOrganizational management ability。
Most enterprise management departments and the highestExecutive DirectorThe positions of the sales manager can be replaced by experienced lower managers and executives, and the sales manager can be promoted to the general manager, up to the highest position of president or CEO.
Salary treatment
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Salary and team of sales managerSales indicatorsIt is directly linked. According to the sales performance, the salary will vary greatly.Sales manager's generalAnnual salaryThe range is about 80000-500000 yuan.From the perspective of subjective factors, working years and proficiency in English have become important factors affecting the level of salary;In terms of objective conditions, there is a considerable gap in the compensation provided by enterprises of different regions and natures.Wholly foreign-owned enterprisesThe maximum annual salary provided is more than 250000 yuan, about one-third higher than that of private enterprises.
