| Each company, firm, joint venture, | | | | extensive sales experience, often as |
| stock-holding company, concern, bank, | | | | many as 5 years in the position of sales |
| fund has its own complicated business | | | | representative before moving up to the |
| structure and the stuff which is | | | | position of sales manager. Excellent |
| necessary for the work. But still there | | | | communication and management skills are |
| are some general principles how to | | | | required. The person must be a proven |
| organize the work at the enterprise. | | | | problem solver and possess management |
| We'll try to give you some information | | | | skills necessary to develop a sales |
| about it.The Managing Director or the | | | | team.Finance and Administration |
| Chief Executive or President is the head | | | | Manager-must have strong accounting |
| of the company. The company is usually | | | | experience including maintenance of |
| run by a Board of Directors - each | | | | Internal Controls, costing. Budgeting, |
| Director is in charge of a department. | | | | forecasting and the development of |
| The Chairman of the Boards is in overall | | | | Logistics and Administration Systems to |
| control and may not be the head of any | | | | support a rapidly growing |
| department. | | | | business.Marketing Manager-manages |
| Vice-President or Vice-Chairman is at | | | | marketing department. Plans, directs and |
| the head of the company if the President | | | | executes all marketing and related |
| or the Chairman is absent or ill.Most | | | | activities. Oversees creative effort and |
| companies have Finance, Sales, | | | | media plans. Must have year commercial |
| Marketing, Production, Research and | | | | experience, strong interpersonal skills, |
| Development, Personnel, Tax, Logistics | | | | ability to manage a team and lead |
| Departments. These are the most common | | | | personnel, excellent communication |
| departments, but some companies have | | | | skills, computer literacy.Customer |
| others as well.Most departments have a | | | | Service Manager-finds proper persons, |
| Manager, who is in charge of its | | | | organizes and supervises the job of |
| day-to-day running, and who reports to | | | | Customer Service Clerks, Receptionist. |
| the Director. The Director is | | | | Provides the solution for all existing |
| responsible for strategic planning and | | | | conflict situations. Provides |
| for making decisions. Various personnel | | | | information and orders forms for |
| in each Department report to the | | | | distributors, directors. Prepares |
| Manager.Let's dwell on some positions in | | | | monthly reports regarding performance of |
| details.General Manager-supervises and | | | | distributors.Product Development |
| leads the company's employees, maintains | | | | Manager-develops branded products for |
| relations with customers, executes sales | | | | the company. Prepares a brief of the |
| contracts and provides problem analysis | | | | project, a timeline with priorities and |
| and resolutions. Represents the company | | | | options for the successful competition |
| at fairs and distributors' conferences. | | | | of the project. Researches on potential |
| In some companies maintains a local | | | | facilities, provides competitors' |
| warehouse. Provides quality audits. | | | | analysis. Realizes market research on |
| Self-motivated, decision maker.Sales | | | | product quality and packing. Negotiates |
| Manager-manages the sales staff of a | | | | with the producer.Forecast, Supply and |
| company, supervises sales activity | | | | Transport Supervisor-makes monthly |
| including a stuff of sales | | | | forecasts of all products. Works with a |
| representatives, plans and achieves | | | | company software system (Product |
| target sales revenues and maintains a | | | | Forecast). Provides logistics, works |
| positive relationship between the | | | | with suppliers concerning shipments of |
| company and its clients. Must have | | | | product. |