Describe in detail, the responsibilities of a sales manager.

Ans.

Responsibilities of a Sales Manager

According to A.L. Reid, the responsibility of a sales manager can be divided into different heads i.e., (a) Responsibilities towards himself (b) Responsibilities towards organization (c) Responsibilities towards customers.

(1) First responsibility of a sales manager is to make himself competent for the work assigned to him. He must evaluate himself and make necessary improvements according to time. According to A.L. Reid following are the responsibilities:

(a) To increase and develop selling abilities.

(b) Have a detailed knowledge of products.

(c) Knowledge of latest marketing techniques.

(d) To make continuous efforts for removing his weakness.

(e) To keep himself busy in contact with regional changes and developments.

(f) To develop co-operation spirit.

(2) Sales manager is also responsible towards organization. Sales manager has a number of responsibility towards the organization.

(a) Sales manager’s responsibility to increase the good will of the enterprise,

(b) To take steps of reducing sales cost.

(c) To make efforts of achieving sales targets.

(d) To feel proud of the organization.

(e) Sales manager have to cooperate and coordinate the other departments.

(f) To keep in touch with organizational changes.

(3) Sales manager is responsible towards customers.

(a) Every sales manager remain in touch with the customers through advertisement and sales promotion.

(b) To provide information to the customers about the uses of products.

(c) To keep himself in touch with those salesman who have a good command with customers.

(d) To listen the complaints of the customers and do efforts for solving the complaints.

(4) Sales manager has responsible towards salesman.

(a) Sales manager should explain the technique and methods of presenting the products, which take less time, and also these are cheaper and more effective.

(b) To provide the deep and detailed knowledge about the products.

(c) To explain the methods of customer’s dealing.

(d) To remove the complaints and problems of sales force.

(e) He have to see that no such issue of interests takes place.

(f) To control, motivate, remunerate the sales force, so that it may perform the duties more efficiently and effectively.

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