The Changing World of Sales Management

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The Changing Worldof Sales Management

• Module One

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A Day in a Sales Managers LifeAn Experts
Viewpoint
Von Oliver is currently national sales manager
for a division of Lockheed Martin Corp. Vons
typical day starts at 730 A.M. going through
e-mail and prioritizing the days events. During
the morning he will review reports, and spend
time with his sales reps. He will have lunch
with customers and spend the afternoon making
sales calls with his sales reps. He spends late
afternoon reconciling the days activities and
setting his agenda for the next day.
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A Day in a Sales Managers LifeAn Experts
Viewpoint
Von Oliver is involved in a variety of different
activities. He spends much of his time
interacting with individuals, especially
salespeople and customers. But, he also plans
strategies and continuously monitors performance.
In other words, he performs all the major sales
management functions.
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Sales Management Model
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Sales Management Trends
From
To
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Sales Teamwork Approaches
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Sales Teamwork Approaches
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Leadership Trends
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Effective Sales Managers

• Utilize a Strategic Perspective Focused on
  Customers
• Attract, Keep, and Develop Sales Talent
• Leverage Technology

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