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Student Name Professor Name Subject 02 October 2012 Aspects of sales management There is a vivid question lying upon the business surface and bearing obscure answers. This question refers to barely most popular and necessary profession of the 20th century which is called sales manager. Sales management has arisen to an independent and inevitable direction of every business since the emergence and has become a path for millions of people to earn money and fully dedicate themselves to it. However, there is an outlook that because of the rapid information technologies development, e.g. internet, people start to find salespeople needless. Explanation for this tendency is quite simple consumers are now able to find out necessary information regarding desired good or service on their own, practically from anywhere using internet. Tough to argue, but it seems like everyone in the modern world investigates bare details prior to acquiring something they decide they want or is necessary. Oppositely thinking though, it is still unreasonable to rely only on customers` awareness while running business. In fact, you would like to have a salesman no matter what. The only issue is to assure how good is he and how deeply he is familiarized with an object of selling. Regardless of what he knows about tires for instance, it is a matter of flexibility and enhancing ability of a salesperson that plays major role in eventual result. Conveying the words of sales management analysis, Experience is meaningless! Prospects arent impressed by it. They wont buy because a salesperson (or their company) has it. What they want is expertise. (Lee B. Salz). Clearly, expertise normally comes along with experience, although sometimes there is a place for exceptions. Let us take a closer look at the mentioned tires shop, where a 10 + years salesman unable to respond to special needs of his prospect consumers for the reason of exceeding self-confidence in knowing everything, which used to be everything a year ago. Affected by inability to develop and adapt to the modern demands, such a salesman is obviously useless. On the other hand, a young and passionate

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salesperson, who continuously tries to always be up to date in tires upgrades and customer wants, will achieve visible results and become perhaps not experienced, but qualified salesman. There are many salespeople who will not adapt to their new selling environment. Those salespeople will most certainly be run out of the profession. Those who want to, not just survive, but also thrive will perpetually question the strategies and tactics that made them successful yesterday to see if those same approaches will make them successful tomorrow. (Lee B. Salz). Another, still important issue is a concern of investing funds into sales teams. Precisely, there is a very substantial decision on whether launching separate sales department or rely on couple of strong players. In any case, hiring two-three salesmen or a whole bunch of them, the investors need to perceive this kind of investment with the same attention and importance as to any other investing projects like property or stocks. It should be profoundly understood that the moment of reaching an employment agreement with your future employee is just a threshold of a huge route to overcome together from the meaningless sales to dozens of passive sales` profits built on reputation and expertise. Highly profitable companies recognize the real work is about to begin when a new seller investment is made for both the new sales person and the company. This work comes in the form of an onboarding program. (Lee B. Salz). The term which is called by the author as onboarding program implies adaptation time period necessary to every newcomer of the organization. Normally, an employee thrives within the organization which ensures healthy working environment. Particularly for sales managers, such kind of environment is achievable by friendly and supportive relations, especially with supervision. Despite quite an independent cover, sales management is indeed tightly connected with other departments and moreover, cooperates with them on the daily basis. One of such directions is marketing. Even though salespeople have peculiar selling approaches which gives them tangible results, knowing four marketing mix variables of price, place, promotion and product will obviously not hurt. Furthermore, understanding distinct reasons for setting particular price of products, seeing difference in efficient and inefficient placing and promotion, as well as

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details of product you sell, gives decent competitive advantages in selling process. A pretty serious stress should be regularly put on the co-existing of marketing and sales departments. In the end of the day, a legitimate cooperation would bring anticipated results. Concluding the aforementioned insights it should be said that whatever stage the technologies development is at, the proper sales management can still provide outcomes, which in the majority of cases would be achieved in short terms. Along with deep comprehension of the sales nature and people needs, sales managers should also obtain knowledge in marketing and its variables. Shaping killing sales instinct and bearing orientation of marketing objectives are the fundamental qualities needed for an outstanding salesperson. Truly such people are rare, but if you have at least one in your organization, make sure to benefit him well.

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Works Cited Lee B. Salz. Are Salespeople About to Become Extinct? Available at: http://www.salesarchitects.net/articledet.php?aid=62 Lee B. Salz. Your Sales Team - Wise Investment or Money Pit? Available at: http://www.salesarchitects.net/articledet.php?aid=61 Marketing Mix. Business case studies at: http://businesscasestudies.co.uk/business-theory/marketing/marketing-mix-price-placepromotion-product.html