Sales Manager. ..
How much in this phrase!
Who are they, these wizards of trade, capable of "priboltat" to buy anything - from the party of doroguschih computers to KAMAZ half-rotten apples?
They are often called the breadwinners of the company, without which neither the founders nor ordinary employees will have the opportunity to buy the IPhone of the latest model and luxuriate under the gentle sun of the Maldives.
Let's figure out what the sales manager's responsibilities are.
Sales Manager: who is it, where do they learn and what are their responsibilities?
Sales Manager is a specialist responsible for selling the company's products and services, increasing the number of customers and their loyalty, maintaining long-term partnership with them.
In a word, the essence of the work of these warriors of the trading world is reduced to selling the goods and attracting new customers.
They spend most of their working hours in negotiations with potential clients.
The same duties in due time were with the clerks in the shops, traveling salesmen and merchants.
It is from there that the profession of the sales manager begins.
Great news for those who want to master the duties of a sales manager - today this is one of the most demanded and well paid professions in our country!
Experience has shown that sales managers who are educated in the following areas are best suited to responsibilities:
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economics and finance.
As they say, God himself told them to convince people in the language of figures and graphs;
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philology, journalism, political science.
Here in the course are not the naked facts, but a rich vocabulary and the ability to persuade;
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marketing, management.
All the necessary "keys" are given to reach out to a person and convince him that without a plasma TV or a wondrous wardrobe of bright red color, life will lose all meaning.
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jurisprudence.
The conclusion of a contract and the collection of debt from a negligent client will be one of the easiest duties of such a sales manager.
Duties of the sales manager or how to sell the Eskimo snow?
If the sales manager wants to make excellent money despite the economic crisis, bad weather and illness of his beloved cat, he can not skimp on his duties like:
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to ensure sales growth in the segment entrusted to it, whether it's cast-iron baths or luxury cars.
You must in both eyes monitor the state of the market, the actions of competitors and changes in legislation in your industry.
But be sensible!
Do not advise Google what poison can be poured into the sales manager of another company or how to bribe the deputy of the State Duma, so that he lobbies the interests of the industry - dashing 90-th long ago passed!
It is better to suggest management to hold PR-action or announce pre-New Year discounts;
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relentless search for buyers or customers of services.
You will have to spend a lot of fascinating watches with the phone tube pressed to your ear and in campaigns from one potential client to another.
And do not let the unsuccessful calls and meetings upset you!
Vedas business guru gurus claim that even the most discreet sales manager, diligently performing his duties, only every tenth attempt to attract a client ends with the signing of the contract.
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maintains customer loyalty to your company.
In practice this means that you will not only have to congratulate your customers and customers on holidays, but also, if necessary, answer calls at 11pm, drink with them hideous coffee from vending machines and smile when you meet at a supermarket on a day off, evenif you just left the dentist and there is neither strength nor desire.
Yes, yes, it's also part of the sales manager's responsibilities!
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competent maintenance of the necessary documentation for working with clients( schedule of meetings, deliveries, contracts, etc.).
Only in this case you can prove to your favorite boss that you did not cool in the park in the middle of the working day, but met with a promising client.
Yes, and the point about penalties underlined in the agreement with the red marker will help to reason with the troubled customer.
With such careful reporting, the duties of the sales manager will be much easier to perform;
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advising on technical characteristics and assortment of provided goods( services).
If the manager wants to perform his duties masterfully, he will have to study all 135 shades of realized facade paint or remember the width of the glass in 38 models of plastic windows.
2 poles of sales manager duties: the secrets of success and the reasons for the failure of
How to brilliantly perform the duties of a sales manager: 7 secrets from successful salespeople
We suggest that a novice sales manager, before performing his immediate duties, arm himself with advice from experienced colleagues:
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There are no unimportant customers and customers.
All of them should be equally respected and loved for you, despite age, weight, skin color and character traits.
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Continually cultivate in the art of sales.
In most cases smart books, lectures, seminars were invented not with the aim of extorting money from you, but in order for smart guys to be able to share their knowledge with "yellow-throats".
At a certain stage of a person's life, the transfer of experience is an internal need and with age it only intensifies.
So take this opportunity to make the fulfillment of the duties of the sales manager easier and more enjoyable.
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Invent your unique "chips" in working with customers.
Perhaps you will invite potential customers for breakfast in a cozy coffee house, on a picnic with your family or send a personalized signed card to your birthday - anything to bring a note of individuality to the sales manager.
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Be able to listen.
And not only with regard to the work itself, but also that your client has an extremely nasty mother-in-law, he scored 5 kilograms excess weight over the past year, and gasoline prices have risen.
In the end, people pay you not so much for the performance of sales manager duties, as for the pleasure of communicating with a pleasant person.
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Be confident in yourself.
Without reinforced concrete confidence that you can do everything, you do not need to put it into sales.
You must persistently postpone the 15th failure of the potential client, the bad mood of the boss and the insidiousness of colleagues trying to entice your customers.
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Try to become an expert on the offered service or product, and do not try to simply "vparit" the client something.
So you will save a high self-esteem and your own face.
And be ready for creative tasks:
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In any incomprehensible situation, remember that the main thing for what you have undertaken the duties of a sales manager is a family.
When it is difficult and it seems that there is no strength even to go to the house and collapse on the sofa, you must understand that your loved ones are waiting and waiting.
Thanks to you your daughter will have dance lessons, and the wife can not save on pantyhose and healthy nutrition.
In general, the responsibilities of a successful sales manager include the following scheme of work:
5 major mistakes in the performance of sales manager duties: so no victories!
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Negative attitude to life.
None, even the most advanced sales training will teach the manager to sincerely love people and look optimistic about the future.
This requires deep internal work - independent or with the help of a psychologist - you decide.
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Internal clamping.
We are convinced that an unsociable sales manager is some kind of mistake of nature, and he certainly will not be able to effectively cope with his duties.
Your customers can become relatives, neighbors, friends, former colleagues, acquaintances in the fitness center and foreign language courses, random fellow travelers and everyone with whom one way or another encounters life.
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Weakness.
Yes, we understand that sometimes, having spent a few weeks or even months on the client, and not having concluded the coveted contract, it's easy to get depressed.
Do not give in!
Develop stress-resistance, doing sports, meditating, spending time in nature.
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Lack of determination.
Do not silently hate a potential customer who for the third time refuses to meet with you.
Try to find a different approach to it or look at your new "victim".
In the end, the duties of the sales manager provide for a long and patient "hilling" the client.
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Lack of ambition.
You must definitely see the professional horizon and strive to become the best of the best.
But how else would a sales manager achieve success in the performance of his duties?
It's not for nothing that children who want to get a Pekingese gift are advised to ask their parents for St. Bernard immediately, and then agree to a compromise solution.
If it were not for the frenzied desire to succeed and the healthy ambitions of these people, we would never have known about Madonna and Denny DeVito, Marc Zuckenberg and Angelina Jolie. .. So go for it!
What else the sales manager needs to know and be able to succeed in his work,
learn from the video:
The duties of the sales manager are complex and not everyone can do, but the motivation, integrity and self-confidence will helpto succeed in this area.