The Sales Manager's Role

Typically, sales managers are former salespeople. They are familiar with the sales job, and their reports feel comfortable because their manager has ''carried the bag.'' However, a promoted salesperson benefits if he or she quickly discovers the significant role changes that occur with promotion to manager. It is useful to distinguish between these two jobs.

The salesperson's mission is to serve two constituencies: the customer and the company. First, he or she must understand and meet the customer's needs. Second, he or she must make sure the company achieves its sales and profit objectives and must provide vital market information to the marketing and product development groups.

The sales manager's mission is to serve ...

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