Directory UMM :wiley:Public:college:Dalrymple:
Sales Management
“I don’t care how many degrees you
have on the wall, if you don’t know how to
sell, you’re probably going to starve.”
Heavyweight boxer George Foreman’s advice to
his children
L.A. Times, pg. C2, Tuesday, March 25, 1997
M a r k e t in g
m ix
P ro d u c ts
P r ic e s
A d v e r t is in g
P r o m o t io n
P u b lic
r e la t io n s
D is t r ib u t io n
P e rs o n a l
s e llin g
S a le s
p r o m o t io n
Sales
management
Planning
Budgeting
Recruiting and selecting
Training
Motivating
Compensating
Designing territories
Evaluating performance
Figure 1-2: Positions of Personal Selling and Sales Management in the Marketing Mix
Number
Figure 1-2:
Vice
Vicepresident
presidentof
ofmarketing
marketing
1
National
Nationalsales
salesmanager
manager
1
Regional
Regionalsales
salesmanager
manager
2
District
Districtsales
salesmanager
manager
8
Field
Fieldsales
salesrepresentative
representative
96
Sales Organization in a Medium-Size firm
Table 1-1
Sales Managers’ and Salespersons’ Time Allocations
Job Responsibility
Selling
Face-to-face
Telephone selling
Administration
Account service/coordination
Travel/waiting
Internal meetings
Manager’s
Time Allocation
(in percent)
29%
(17)
(12)
24
17
15
14
Salesperson’s
Time Allocation
(in percent)
51%
(30)
(21)
17
12
20
---
Regional sales
vice president
Regional
sales
development
manager
District
sales
manager
Multiple account
coordinator
Sales
executive
Regional
operations manager
Regional sales
trainer
District
sales
trainer
Sales
representative
New
business
specialist
District
sales
development
specialist
Entry level
for those with
sales experience
Retail installation
coordinator
Entry level for
those with no
sales experience
Figure 1-3: Sales Paths at Hallmark Cards
Staff positions
outside sales
organization
Product
manager
Sales program
specialist
Total Compensation for Field Sales Personnel
Job Title
Top sales executives
Regional sales managers
District sales managers
Senior salespeople
Intermediate sales salesperson
Entry-level salesperson
Average
$99,000
78,700
69,600
55,600
43.400
33,700
Source: Sales Force compensation Survey (Chicago: Dartnell Corp., 1996), pp. 68-73
“I don’t care how many degrees you
have on the wall, if you don’t know how to
sell, you’re probably going to starve.”
Heavyweight boxer George Foreman’s advice to
his children
L.A. Times, pg. C2, Tuesday, March 25, 1997
M a r k e t in g
m ix
P ro d u c ts
P r ic e s
A d v e r t is in g
P r o m o t io n
P u b lic
r e la t io n s
D is t r ib u t io n
P e rs o n a l
s e llin g
S a le s
p r o m o t io n
Sales
management
Planning
Budgeting
Recruiting and selecting
Training
Motivating
Compensating
Designing territories
Evaluating performance
Figure 1-2: Positions of Personal Selling and Sales Management in the Marketing Mix
Number
Figure 1-2:
Vice
Vicepresident
presidentof
ofmarketing
marketing
1
National
Nationalsales
salesmanager
manager
1
Regional
Regionalsales
salesmanager
manager
2
District
Districtsales
salesmanager
manager
8
Field
Fieldsales
salesrepresentative
representative
96
Sales Organization in a Medium-Size firm
Table 1-1
Sales Managers’ and Salespersons’ Time Allocations
Job Responsibility
Selling
Face-to-face
Telephone selling
Administration
Account service/coordination
Travel/waiting
Internal meetings
Manager’s
Time Allocation
(in percent)
29%
(17)
(12)
24
17
15
14
Salesperson’s
Time Allocation
(in percent)
51%
(30)
(21)
17
12
20
---
Regional sales
vice president
Regional
sales
development
manager
District
sales
manager
Multiple account
coordinator
Sales
executive
Regional
operations manager
Regional sales
trainer
District
sales
trainer
Sales
representative
New
business
specialist
District
sales
development
specialist
Entry level
for those with
sales experience
Retail installation
coordinator
Entry level for
those with no
sales experience
Figure 1-3: Sales Paths at Hallmark Cards
Staff positions
outside sales
organization
Product
manager
Sales program
specialist
Total Compensation for Field Sales Personnel
Job Title
Top sales executives
Regional sales managers
District sales managers
Senior salespeople
Intermediate sales salesperson
Entry-level salesperson
Average
$99,000
78,700
69,600
55,600
43.400
33,700
Source: Sales Force compensation Survey (Chicago: Dartnell Corp., 1996), pp. 68-73