Sales

manager
Interview
SDM Assignment

2009-10

SUBMITTED TO- SUBMITTED BY-

Ms. Astha S Gupta ANSHIKA AGARWAL

BBA(Gen.)

Roll no. – A-06

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Questionnaire on SALES MANAGER INTERVIEW

1. What are the reasons of working in this particular organization?

• High salary package

• Reputation of the organization

 Greater opportunities to use skills and competencies

• Location and benefits

• Training and learning opportunities

• Opportunity for professional growth.

2. What is your compensation package?

• 1-3lakhs

• 4-7lakhs

• 7-10lakhs

 10lakhs and above

3. What extra benefits do the company provides to the employees?

• Accommodation

 Bonuses

 Travelling and commuting benefits(car)

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• Benefit related to children education

 Recognition

 Mobile bills paid by the company.

4. On what parameters are the benefits provided?

 Level of performance

• Efficiency

 Seniority

• Status

5. The evaluation by the company is done-

• Monthly

 Quarterly

• Twice a year

• Yearly

6. How much contribution one has made depends upon?

• Mostly on efforts (how hard one works)

 Mostly on performance (what one has achieved)

• Equally on efforts and performance

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• Any other (please specify) ____________________________________

7. What are the current sales targets of the company?

• Increase in net sales

• Stable sales as well as returns

• To sell as many units as possible

 Gaining a larger market share and expansion.

8. Do you think salespeople’s decision should be considered while setting targets and sales
plans?

 Yes

• No

9. How are the sales targets set in the company?

• Market survey

• Resource availability

 By open discussion and joint decision

• Individually by the personnel at top level

• Through expert’s advice

• Involving salespeople and asking their comments, thereby coming on to

conclusion.
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10. How long have you been working with this company?

• Less than 3 years

• 3-5 years

• 5-8 years

 8-10 years

• 11 and above

11. Are you planning to leave the company?

• Yes

 No

• May be

12. Would you like to be associated with the company in future?

 Yes

• No

• May be

13. What do you personally prefer while setting and agreeing sales plans?
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14. What’s your take on giving feedback to your sales people? On performance reviews? If
done poorly, they can really demotivate a salesperson. What should you do, and what
should you avoid?

Findings- after a telephonic conversation with Mr. Abhishek Agarwal (General

Sales Manager)

Mr. Abhishek Agarwal has been serving the company since last 8-10 years and had contributed
significantly in the growth and survival of the company. Prior to this role he had served the
company, first as a trainee in marketing department, then as a marketing head, then General
Sales Manager and finally as a GM of the company.

According to him for this post a person needs to have a strong knowledge of the market, and
an in-depth understanding of all sales departments’ financial data as well as strong customer
relations skills.

• As per the questionnaire details, the main reason for working with Crystal Phosphates
Ltd. is greater opportunities to use skills and competencies because of which the
employees feel that they are a part of the organization and their contribution plays a
significant role. The responsibilities are set and defined and everyone works under the
same

As the General Manager of Crystal Phosphates Ltd., he administers the goals and policies of the
governing body. He directs the agency's top managers and employees, emphasizing a strong
customer focus to ensure transit riders and taxpayers receive the best transit service available. He
works closely with local jurisdictions to develop short-and long-term transportation goals for the
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community. He oversees the annual operating and capital budget; is the chief negotiator in
collective bargaining; handles grievances; and setting sales targets.

• The company provides many benefits as well as a good salary package and therefore Mr.
Abhishek wants to be associated with the company currently as well as in future. The
benefits are as follows- car facility (car being provided by the company), bonuses on the
basis of performance, mobile bills, benefits on achievement of target and recognition also
plays an important role e t c.

• Crystal Phosphates has an open discussion policy wherein before setting sales targets and
making any decisions, middle level employees are also involved and can give their
suggestions(if any) and hence the decision is made jointly.

• The evaluation in the company is done quarterly and hence there is a greater opportunity
for the sales person as well as other employees to improve their performances and judge
where they stand.

• The current sales target of the company is to have a greater market share internationally
as well as domestically. China being the major exporter and importer of their goods, the
company wants to expand in more regions. The greatest benefit of working in the
company is that they involve decisions of the salespeople.

Findings by open ended questions-

While setting objectives, he likes to discuss the objectives openly and arrive at a joint decision of
sales target and other objectives discussing them with other top level executives. He works out
the sales plans and then invites comments from the sales people. This boosts up the morale of the
sales people under him and he can get new ideas and suggestions and can implement them if
possible.
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Conclusion-

Sales managers are basically engaged in managing a sales force involving recruiting, hiring,
training, supervising, compensating salespeople, motivating them to become problem solvers,
and providing the proper planning and backup support so they can perform their jobs properly
the following are the roles and responsibilities of sales manager-

 recruiting and training sales staff;

 supervising, motivating and monitoring team performance;
 allocating areas to sales executives;
 setting budgets/targets;
 liaising with other line managers;
 reporting back to senior managers;
 liaising with customers (which may include actual selling);
 maintaining detailed knowledge of the company’s products or services;
 Keeping abreast of what competitors are doing.
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