Job responsibilities of a service sales manager. Vacancy sales manager, content manager, communications engineer - installer, courier

If you want to lead the sales market in today's market, you'll have to put in a lot of effort. To achieve this difficult task requires the joint work of not just one, but a whole team of specialists.

You will learn:

• What are the main responsibilities of the position of sales manager?
• How to check how well a manager copes with his responsibilities.
• What responsibilities should a wholesale or active sales manager handle?

What are the main responsibilities of a sales manager?

Sales Manager - a specialist whose main responsibility is the sale of goods. If in the past products were sold directly from the hands of the manufacturer to the hands of the consumer, today this chain has expanded significantly due to the emergence of a large number of intermediaries.

They are needed to deliver goods to specific customer addresses, according to requests that include the exact quantity of goods required, the frequency with which the goods should be delivered to consumers, and other conditions. Thanks to the work of intermediaries, the customer always receives his product within the time frame he needs.

The sales manager, in accordance with his job responsibilities, must work so that the buyer, having once made a choice in favor of the product of his company, the next time again decides to purchase the product from the same organization, and not from a competitor.

The sales specialist is responsible for communicating with intermediaries, convincing them that there is a demand for the product and the level of sales will remain consistently good. The specializations that influence the activities and nature of the responsibilities of managers can vary significantly. It depends on the specifics of sales.

If we look at the general classification of sales objects, we can distinguish some specializations of a sales manager:

• sale of services;
• sales of consumer goods;
• sale of industrial products.

Every company that sells any product or service needs a specialist who performs the duties of a sales manager with specialization in a certain area.

In practice, it turns out that sales managers working in serious companies rarely have contact with specific consumers. Most often, their responsibilities involve interacting with distributors. The exception is organizations specializing in the sale of expensive and large goods.

In small companies selling any type of product or service, sales managers will negotiate directly with the end buyer or intermediaries about the sale of their company's product.

Example KPI for sales managers

Give up the usual assessment of staff performance, so that sales people fulfill KPIs not out of fear of getting a fine, but out of a desire to make a profit. Find out how to achieve this from the article in the electronic magazine “Commercial Director”.

A sales manager who knows his business well will understand that turnover indicators cannot be maintained at the proper level just by making “cold” calls to buyers from his client base, not to mention achieving their positive dynamics. Here you need to have a broader view of the market: understand the peculiarities of changes and developments in the market, take into account the wishes and preferences of end consumers, be interested in price dynamics, new products of the main competing companies.

TO job responsibilities of a sales manager This also includes the search and systematization of important data regarding the level of sales and perception of the product by the end consumer. In addition, it is important for such a specialist to be able to analyze information comprehensively, compare and contrast various indicators and parameters, and also make informed decisions based on the results of the research.

Sometimes in a company, the responsibilities of a sales manager consist of only a few positions, while the remaining tasks are distributed among other employees. The best option is when the sales manager is exclusively engaged in working with potential or existing customers and is responsible for concluding contracts.

All other tasks (bureaucratic, administrative, organizational) are solved by employees specially hired for this purpose, who will be able to quickly and efficiently cope with these responsibilities, as well as take on unskilled work.

If you expand the sales manager's responsibilities to tasks such as issuing invoices, monitoring deliveries, and other administrative activities, it would be like using a microscope to hammer nails.

If a sales manager is completely deprived of responsibilities related to the production process or the provision of services, this will also not be an optimal solution, since as a result such an employee may begin to sell something that his company will never produce or supply.

What are the job responsibilities of a sales manager?

If we are talking about serious enterprises, then the responsibilities of a sales manager are not only to work with clients, but also to search and process data on product sales, develop a company strategy, and prepare all the necessary paperwork for already successfully completed transactions.

A sales manager usually works in an office. The nature of his daily activities depends on the type of duties: these can be either telephone conversations or specific steps to sell goods.

Working in any position within a company's sales department contributes to the overall efficiency and effectiveness of the entire department. A sales manager is no exception; he bears some responsibility for the success of the company in the market as a whole, regardless of what type of responsibilities are assigned to him.

Main responsibilities Sales managers are conditionally divided into 4 groups.

1. Responsibility for sales of the company's products: increasing sales levels, expanding the customer base, striving to obtain maximum benefits from each sales segment.
2. Planning, conducting market data analysis.
3. Sales.
4. Checking product shipments and settlements with consumers.

In addition to these large four sections, there are some narrower specializations that affect the job responsibilities of a sales manager. This additional functions:

• expanding and updating the customer base, conducting negotiation processes, maintaining contacts with customers and partners on the Internet, processing telephone requests and calls;
• establishing connections with possible buyers, strengthening existing business contacts through the organization of convenient and attractive factors for clients: discounts, promotions, calls expressing gratitude, letters;
• The responsibilities of the sales manager, according to the job description, include: direct contact with clients coming to the office, working on the road to potential buyers and conducting negotiations on their territory;
• increasing the level of sales in your sector, interaction with customers. Forming customer loyalty through paying attention to them and providing profitable offers on the company’s products;
• increasing customer motivation to cooperate with the company, collecting information about potential customers;
• consulting and information support for clients;
• informing dealers and distributors;
• concluding agreements with legal entities and individuals, preparing documents, working with reporting on concluded agreements;
• receiving products and checking their quality, as well as monitoring the display of products in retail outlets;
• daily collection of information on pricing policy, control of expiration dates (responsibilities of the sales manager);
• carrying out calculations of profits expected in accordance with the sales plan;
• assessment of the level of potential of all retail outlets for selling products;
• organization of educational events, trainings;
• advertising support at exhibition events, demonstration of new products from the company, holding promotions and events, attracting new consumers;
• interaction with suppliers, holding business meetings aimed at increasing the number of contracts;
• collection, processing and systematization of various data to optimize the sales process;
• monitoring competing companies, calculating product prices and the level of possible discounts;
• delivery of funds to the company's cash desk within predetermined deadlines, collection;
• regular reports (once a month) on percentages and work performed.

It often happens that a company loses some of its customers due to careless and irresponsible performance of its duties by managers. A guarantee of effective development of the organization is the careful and high-quality activities of all departments of the company. For example, the job responsibilities of a sales manager in the trade sector of small household appliances or food products will be as follows:

• responsibility for participation in exhibitions, organization of product tastings;
• conducting master classes on products and their new products;
• control over the display of products on retail equipment;
• support and verification of the work of merchandisers.

The list of responsibilities of a sales manager is determined by the direction of the company. Each company has developed its own job descriptions containing a list of responsibilities. That is, the range of actions of the manager is determined: “cold” calls, negotiations, working with market information, or, for example, working on the road. The above tasks are among the main ones, but in reality there are many more of them.

It is very useful for the company if managers periodically improve their skills at various educational events, courses, and trainings. Finding clients is one thing, keeping them for a long time is another thing. A true professional in his field, when selling a product, will definitely monitor whether the client is satisfied with his purchase or not.

An effective sales manager will strive to exceed the targets set by company management.

Sample list of rights of a sales manager

How to determine which functional responsibilities of a sales manager to assign to an employee

In order to determine how much workload a particular sales manager can withstand and what specific responsibilities to entrust to him, use the following three methods.

Method 1: Compare your goals to your current performance

Compare the results of a novice manager with the results of already experienced specialists. It is necessary to determine the average performance of one employee based on the numbers that came out at each stage of the funnel. Based on the data obtained, include specific tasks in the responsibilities of the sales manager.

Method 2: Do the analysis yourself

At the initial stage of forming a sales department, you can try to immerse yourself in the process of a sales manager’s activities.

Spend one day as if you were an implementation specialist. This will be a kind of experiment: from direct experience in this position, you will be able to understand much better what should be the responsibilities of a sales manager in accordance with the specifics of your company.

At the end of the experiment, multiply the results of your work by an efficiency indicator equal to 0.7: ordinary employees, as a rule, work less efficiently than the manager or owner of the company.

Method 3: Make a guess, create a workday map for sales managers

This method will not be accurate, however, it has a right to exist. Let's assume that each manager's call takes about 3 minutes on average. Calculate how many calls one specialist can make per hour, and then per day. Enter the resulting indicator into his responsibilities. An effective manager can make 160 calls in an 8-hour working day.

The workday map will help you check your calculations. When each employee fills out their workday card, you will see how much time the manager has to make calls and meetings and how much time is left to perform other work duties: preparing and sending a commercial proposal, completing documentation, personal issues.

In this way, you can better understand which tasks should be included in the job description of a sales manager and which should not.

Expert opinion

How to Test a Sales Manager's Ability to Perform Their Responsibilities

Maxim Gorbachev,

co-owner of Gorstka company, sales trainer-consultant, Moscow

Tatyana Modeeva,

General Director of Acsour, St. Petersburg

Employees should be interviewed, either in writing or orally. This can be done by the head of the sales department or a human resources specialist. It would be wiser for the general director to take on the responsibility for final control. He can conduct it with the help of a written report, which will reflect the responses of employees, including new ones. The questions may be as follows.

• What types of equipment would you offer to customers who already use such and such?
• How exactly does this product differ from its analogues on the market?
• Under what conditions is the product allowed to be used? How can the consumer find out about this?
• How can the product be packaged?
• How long does it take for a product to be delivered to the customer if it is in stock (when delivered to order, if the product is not in stock)?
• What solution would you find in a situation where a buyer wants to purchase a specific product, with a specific request for a set of functions, and the product is currently out of stock?

The sales manager's answers should show not only his awareness of all the characteristics of the product or services he sells, but also his understanding of the priorities of the company's policy and the characteristics of demand. You can check how a new employee copes with the responsibilities of an implementation specialist in three to four weeks.

Active sales manager: responsibilities and requirements

How to increase profits and replenish company accounts? How to increase your presence in the market, how to create a positive image for current and future clients?

Such lofty goals can be achieved by a close-knit team of sales professionals who will take on the role of the “locomotive” of your company and will be the main resource for converting your product into real cash.

An active sales manager is an honest and transparent professional activity that allows the specialist himself to control his profit, and the manager of the company to understand the value of each employee, realizing what material contribution he actually makes to the well-being and success of the company.

Key responsibilities of a sales manager

1. The main responsibility of a sales manager is to communicate with customers, work with objections, and answer questions from potential customers. He must not miss a single client.
2. The responsibilities of a specialist involved in active sales also include presentation and demonstration of goods at exhibitions and other events. Often, the demand for an entire product segment depends on how a manager presents his product. The specialist must understand well for whom he is presenting the product, what type of customers this product is aimed at.
3. The sales manager takes full responsibility for organizing meetings with new clients.
4. In addition, his responsibilities include negotiating the details and terms of the transaction. The manager must be able to name a price that is adequate to the situation and the client, and, if necessary, make a decision on a discount.
5. The responsibilities of an active sales manager include collecting, analyzing and structuring information about potential clients.
6. The sales manager’s responsibility is to communicate with product suppliers, which includes discussing the conditions for the supply of goods, prices and other details.
7. A professional manager must be able to handle document management (for example, know how to correctly draw up a contract).
8. The sales manager prepares reports on the work performed periodically for each week or each month.
9. A competent sales manager has the ability to quickly and accurately calculate the cost of goods in each specific case for any client, depending on the purchase amount and the quantity of products purchased.
10. The responsibilities of the sales manager also include a detailed and detailed study of the market in order to understand what conditions are offered by competitors in order to avoid poaching customers.

A sales manager is not only a profession, but also a special personality and character that has certain characteristics (it is important to pay attention when hiring), such as:

• openness in communication;
• perseverance;
• the ability to avoid conflict situations;
• ability to find a compromise;
• the ability to quickly find contact with any person;
• failure tolerance.

An active sales manager must have certain skills:

• making cold calls;
• knowledge of sales techniques and scripts;
• business communications (from an ordinary employee of a client company to the top management of an organization);
• work with primary documentation (control of issuance and payment of invoices, shipments).

A good salesperson can be identified by his manner of behavior, calmness, self-confidence, relaxedness, and free, but not plastic, movements. Facial expressions and gestures are open, the smile is sincere and natural. Even if a candidate for the position of sales manager has little or no experience in the profession, this is not a problem.

A good seller is distinguished not only by the presence of any specific knowledge. What is important is firmness and confidence combined with the ability to communicate easily and naturally, the ability to achieve set goals and objectives in material terms, and effectively cope with the range of responsibilities assigned to him. The manager's material success guarantees the profit of the company itself as a whole.

Expert opinion

During the interview, you should ask additional questions about the responsibilities at your previous job.

Alexey Slobodyanyuk,

owner and CEO of Astra Group

I once had the opportunity to interview a candidate for the position of sales manager. He indicated in the application form that up to this point he had worked in his previous place for three years. But, as it turned out, his tasks were not active sales, but working on the phone making incoming calls and consulting clients on issues related to the company’s products.

Experience may vary. It is imperative to ask additional questions about what exactly the candidate’s job responsibilities were at the previous place of work. Ask the applicant to talk about the sales techniques he used, describe his normal working day, what tasks he faced and how he solved them.

What should a wholesale sales manager do?

Wholesale sales manager is a profession in demand. To carry out quality work, you need a specialist with experience and the gift of persuasion. The responsibilities of this specialist are slightly different from the tasks of an active sales manager, since here it is necessary not only to organize deliveries, but also to increase their number in a short time.

Here we are no longer talking about telephone conversations; to work with promising distributors, a personal meeting is required, sometimes more than one.

However, such efforts are rewarded: at least one established contact with the distribution company will already mean respect from management and a possible promotion for the seller.

The wholesale sales manager must:

• find new potential consumers, replenish the company’s customer base, maintain a corporate information system;
• promote the sale of company products and generate consumer demand;
• disseminate information about the company’s products among clients and potential buyers: talk about the qualities and advantages of products, new products, opportunities and methods of use, etc.;
• every day study the goods that the company sells for assortment, quantity, sales dates, current prices;
• communicate with clients, provide them with up-to-date information;
• conduct negotiations with clients: current and potential, assume the responsibilities of an intermediary in the process of concluding commercial agreements and contracts for the supply of company goods;
• work with customer orders in accordance with the norms and rules adopted by the company, carry out active wholesale sales;
• resolve issues related to the delivery of goods within the agreed time frame, work with operators to comply with them;
• control the completeness of customer payments for delivered goods, take measures to timely identify and eliminate receivables, notify your boss in writing about delays in payments, indicating the reasons;
• inform customers about the company's product range;
• fulfill the sales plan and increase their growth;
• motivate customers to cooperate with the company, focusing on sales promotion programs approved by the company;
• create payment schedules for purchased company products, promptly inform the senior operator of the sales department about this. As necessary, accept payments from clients independently, deposit received funds at the company’s cash desk in accordance with the deadlines set out in the company’s regulatory documents;
• work on-site and on business trips as necessary;
• collect data on the market segment in which the company’s products are presented, conduct market research and study competitors, identify main trends and predict further market development;
• analyze market conditions, based on the results obtained, develop an advertising strategy for positioning the company’s products and plan sales volumes;
• draw up plans (operational and long-term) for the sale of products, engage in assortment and financial planning;
• process statistical data on sales and shipments of products;
• work with information on the ratings of competing companies among clients;
• timely provide analytical and other necessary reports on the implementation of the plan;
• participate in work meetings;
• coordinate the work of sales representatives, conduct training on studying the company’s products, their qualities and features, conduct presentations on the company’s new products;
• interact with sales representatives based on market conditions, reasons for difficulties in selling goods, and acquiring new potential customers;
• monitor the activities of sales representatives for compliance with customer service standards, compliance with instructions and instructions from the company’s management;
• maintain the level of qualifications necessary to perform the duties of a sales manager;
• carry out correct work with confidential information, maintain trade secrets;
• carry out all instructions from the direct supervisor and company management.

Regional sales manager: responsibilities and selection problems

Regional manager is a young profession that hides many prospects. It arose due to the growing financial well-being of the regions and the need to create branches of large companies that could represent at the regional level.

This position is necessary to position the company’s interests at the regional level and solve three main tasks:

• creation of strategic planning for the company’s development at the regional level;
• establishing contacts with new business partners and clients;
• processing data on the activity of regional consumers.

There are various options for what a company's regional manager can be called:

• regional sales manager;
• regional business development manager;
• regional development manager.

Job responsibilities of a regional manager

1. Studying the characteristics of consumer demand, collecting data on the income level of buyers and competing companies.
2. Working with collected information about the regional market, strategic planning for advertising and promotion of products and services that the company offers.
3. Calculations of funds received from the sale of products.
4. Work to improve regional marketing policy.
5. Planning actions to increase profits in the assigned territory.
6. Establishing connections with new clients and business partners.
7. Attracting new partners and implementing advertising policies in the region through conferences.
8. Monitoring the activities and training of sales representatives.
9. Control of contractual work on topics of finance, economics, and business issues of the company in the region.
10. Providing reports to the company's management on the following indicators: the level of consumer demand for the company's products and services; list of illiquid products; indicators on sales volumes, financial and economic data on the company’s activities in the region.
11. Monitoring the implementation of instructions from senior management.
12. Representation and protection of the organization’s interests in the region.

A regional manager must have certain skills:

• the ability to find and process information;
• the ability to formulate clear and precise instructions for employees and ensure their implementation;
• the ability to predict demand and calculate the effectiveness of projects;
• ability to organize and conduct negotiations, conferences and seminars, persuade and achieve goals.

The profession of regional sales manager today is one of the top 10 most in-demand positions. When searching for the right candidate for a given position, HR professionals face two main problems:

• the applicant has a higher education in the specialty “Enterprise Management”, but has no experience at all in this field, lacks the necessary skills and abilities;
• The applicant has excellent leadership, organizational and analytical skills, a great desire to work as a specialist, but does not have the appropriate education.

In these cases, we are talking about the possible training of a future sales manager. First, it is necessary to determine who exactly will conduct the training. The following options are available:

• send a newcomer to trainings, seminars and conferences;
• invite a specialist on behalf of the company who will train the new manager;
• The training will be conducted by an experienced company employee.

Companies often go to great lengths to prepare a future manager to work on their own. This is the best option because it saves time (training usually takes place in 2 weeks) and financial resources. It also happens that a company is ready to pay for training courses for a future manager.

Why do you need an assistant sales manager and what are his responsibilities?

Positions such as assistant sales specialist or assistant exist in a company to assist the manager in the performance of his duties. As a rule, assistants solve two main tasks:

• control orders;
• “unload” the manager by performing routine work, and thereby allow him to concentrate on solving more important tasks.

Sometimes assistants are not only involved in their own part of the sales process, but also overlap with the responsibilities of sales managers. They are required to have professionalism and knowledge, just like sales managers.

Based on this, requirements are formed for the qualities that employees of trading companies must display: communication skills, enthusiasm, the ability to clearly and clearly formulate their thoughts orally and in writing, rationality, the gift of persuasion, independence, organization, discipline, and determination. Both autonomous and team working skills are preferred.

The Assistant or Assistant Sales Manager performs the following duties.

• Organization and creation of a network for the sale of goods (under the control of a sales manager).
• Collecting information regarding demand for the company’s products, finding out the reasons for its increase or decrease.
• Attracting buyers (wholesale and retail trade enterprises, other intermediaries), establishing business contacts.
• Establishing contacts with clients or a group of clients (on behalf of the sales manager).
• Negotiating with clients on the terms of sale of goods, providing related services.
• Development of documents necessary for signing the contract.
• Concluding contracts (for purchase and sale or supplies) on behalf of the company.
• Organizing the delivery or shipment of products to customers in accordance with concluded contracts.
• Control of payments made by clients under concluded contracts.
• Monitoring compliance with deadlines for fulfilling contract terms.
• Collection of information from consumers:

About wishes for product quality (service life, rules of use, packaging, etc.);

About wishes for after-sales service of products;

On the volume and pace of sales of goods to end consumers.

• Accounting for consumer complaints regarding the execution of concluded contracts.
• Finding out the reasons for violations of contract terms, taking measures to eliminate and prevent them.
• Active participation in events to create demand for products: promotions, presentations, fairs, exhibitions.
• Collection, systematization, inclusion in an electronic data bank of information about consumers.
• Preparation of reports on work performed, as well as analytical reports (on behalf of the sales manager).
• Execution of official assignments of the sales manager in functional areas.

How do company executives see the responsibilities of a sales manager?

Let's consider what job responsibilities of a sales manager are important to the company's management.

What wishes does the director have for the duties of a sales manager? Stable level of product sales without special costs. Directors see such specialists as mini-enterprises that will lay golden eggs for the company. Of course, this is a joke, but there is also some truth in it: every manager dreams of a multifunctional specialist who can not only sell a product, but also conduct market research, optimize the product itself, etc.

What functional responsibilities of a sales manager are important for the head of the sales department? Heads of sales departments most often come from ordinary managers who were more active and better than other salespeople, so they understand well exactly how to work in order to achieve success in this position.

• maintaining a customer database;
• accounting of meetings, calls;
• reports on each sale;
• statistics, graphs, etc.

Based on these parameters, he judges the quality of the manager’s work, as well as how much time the specialist spends working in the office and how long his phone is silent.

For other departments of the company, the organization's salespeople are something secondary, created to satisfy their needs and wishes.

Accounting believes that the responsibilities of the sales manager include maintaining all primary documentation. Manufacturers believe that the main job responsibility of a sales manager is to prepare all technical specifications and find the most optimal solutions to the buyer’s problems and questions.

Lawyers believe that a sales manager should primarily be involved in negotiating contracts with clients.

Marketing needs data about where the client heard about the company, what he thinks about the latest promotion, and therefore they expect the sales manager to obtain exactly this data.

Sales professionals themselves often believe that they occupy a leading role in the enterprise or one of the main ones. They see their main responsibility as communicating with customers, which consists of presenting products that have been created by production, at prices that marketing has agreed upon, using a database that the department head has created, etc.

What competencies must an employee have in order to efficiently perform the duties of a sales manager?

Quality 1. Technical competence

Sometimes sales requires specialized technical knowledge. The manager must not only have excellent information about the company’s product and its scope of application, but also be able to give competent advice to potential buyers, and sometimes offer alternative options. Therefore, it is important for a sales specialist to constantly develop and improve. Large companies regularly conduct technical certifications. To do this, a commission of specialists is created that checks the manager’s level of knowledge about each company product and areas of its use.

Quality 2. Communication competencies

Ability to work and sell to customers at very different job levels. This is a prerequisite for working as a b2b sector manager. The responsibilities of such a specialist also include the process of preparing meetings for managers, planning conversations, which includes goals, stages and tasks. To do this, the sales manager always needs to carefully analyze data about the customer himself and his needs, wishes and preferences.

Quality 3. Office management competencies

Today, the sales process most often begins and ends with the email correspondence stage. Developing and distributing a commercial proposal, contacting debtors - all this requires a responsible approach to one’s responsibilities.

Quality 4. Legal competencies

The responsibilities of a sales manager include working with contracts and agreeing on terms and conditions with the client. Almost every company has its own sample contracts. It happens that the client wants to change something in the contract or draw up his own. In this case, the manager prepares a protocol of disagreements and coordinates it with the head of the department.

The contract is signed by the manager indicating his initials, which indicates that he takes responsibility for the transaction and the fulfillment of all agreed conditions. This specialist must be legally savvy to perform competent and high-quality work.

Quality 5. Accounting competencies

An experienced and professional seller himself monitors all the documentation accompanying the sales process: from invoices to shipping documents and reconciliation reports. If these documents are prepared using electronic programs, the manager must have primary knowledge in the field of accounting.

Expert opinion

When working over a large territory, logistics competencies are important for a sales manager

Andrey Nechaev,

Commercial Director, ATI Plant, St. Petersburg

The basics of logistics are necessary, especially where the sales area is large. Considering that our clients are located throughout Russia, logistics seriously affects the selling price of the product. In our company, transport costs should not exceed 5–10% of the order value. The responsibilities of the sales manager include independently determining the type of transport for shipment, depending on the delivery time and client preferences. Shipments of small shipments (up to 5 tons of cargo) are handled by the sellers themselves.

If we are talking about larger and larger orders delivered by road or rail container, the sales manager contacts the transport and warehousing service. Logistics specialists monitor the quality of delivered goods, conduct practical training for sellers, during which sales managers are introduced to the logistics system and its features (how delivery is calculated, how the mode of transport is selected, what the shipping schemes are), pricing policy, etc. d.

Expert opinion

Competency assessment is the best method for assessing a manager's abilities

Yuri Bogopolsky,

Vice-President of the National Association of Highly Qualified Top Managers - Management Experts, St. Petersburg

Finding a professional top manager is not easy; for this you need to have special skills. The head of the company must remember this and gradually assess the competence and professionalism of the candidate for the post of sales manager. The personal characteristics of the candidate, his communication skills, and ability for business communication are important. In addition to professional qualities and skills, a person’s value system and life guidelines play a significant role.

Competency assessment is the most optimal and convenient way to check the professional level of a top manager. It lies in the questions that are asked to the applicant. They must be thought out in advance and aimed at obtaining an objective result.

The manager must pay attention to precisely those competencies of the future manager that help him apply the acquired knowledge in practice, integrate existing experience into life and work, and successfully cope with the responsibilities assigned to him - this will be the key to the effective and productive activities of the future sales manager .

• Employee development: how to train professionals

What should I remember Sales Manager to perform their duties efficiently

1. There are no unimportant clients and customers.

All clients and customers are equally worthy of respect and attention, regardless of their age, weight, skin color and character.

2. Constant self-improvement.

3. A sales manager must have unique “tricks” in working with clients.

It can be anything: a personally signed card, birthday gifts, invitations to dinners and lunches, joint leisure activities, bonuses and discounts. It is important that your activities as a sales manager differ from others and increase customer loyalty to your company.

4. You need to be able to listen.

It is important to understand that the need to communicate with a pleasant interlocutor who can calmly listen to all your problems and doubts is very high today, and people are willing to pay money for the opportunity to satisfy it, including a sales manager, if he knows how to listen.

5. Self-confidence.

In sales, it is very important to have unshakable faith in yourself and your capabilities. Without this nothing will work. The implementation manager must have an unbending character and perseverance, perseverance and patience.

6. You need to become an expert on the service or product offered.

A manager who wants to preserve his own dignity and individuality will never simply force his product on the buyer. A talented and successful specialist will always be able to creatively approach the performance of his job duties and solve professional problems.

Typical mistakes of sales managers

1. Negative attitude towards life.

It is necessary to do deep and serious inner work in order to learn sincere love for people and an optimistic attitude towards life. You can turn to a psychologist for help or work on your own, but no professional training will teach you this.

2. Internal tightness.

There are no closed and unsociable sales managers. A person with such qualities will definitely not cope with his job responsibilities. It is worth understanding and seeing that the circle of your potential customers is incredibly wide: relatives, neighbors, friends, former colleagues, acquaintances from favorite activities, random fellow travelers.

3. Weak character.

One of the main qualities a sales manager needs is stress resistance. This quality can and should be developed in a variety of ways, such as sports, meditation, and trips to nature.

4. Lack of determination.

A sales manager must be able to show not only persistence in working with intractable clients, but also the ability to find a non-standard approach to such people. The responsibilities of such a specialist require patience and the ability to work long and purposefully with difficult clients.

5. Lack of ambition.

Successful performance of the duties of a sales manager is impossible without the desire to constantly develop and the ambitious desire to become the best.

A practitioner talks about typical sales manager mistakes that hinder sales:

Information about the experts

Maxim Gorbachev, co-owner of Gorstka company, sales trainer and consultant, Moscow. Maxim Gorbachev has two higher educations - legal and psychological. He has accumulated solid experience in the distribution and sales of consumer and industrial goods. Clients include Gazprom, Rostelecom, ABBYY, Siemens Russia, and Sony. Author of a number of books on sales, including “ROLLBACK: A Special Technique of Client Attraction”, “Exploitation of Sales Personnel” (both jointly with D. Tkachenko; M.: Vershina, 2008), “Intelligence Technologies in Sales” (together with D. Tkachenko and A. Khodarev; M.: Vershina, 2008), “How to conduct sales training” (together with D. Tkachenko; M.: Vershina, 2009).

Tatyana Modeeva, General Director of Acsour, St. Petersburg. Scope of activity: accounting services, personnel records management and payroll, consulting on tax and labor legislation. Form of organization: LLC. Territory: head office – in St. Petersburg; branches - in Moscow, Arkhangelsk, Veliky Novgorod, Kaliningrad, Murmansk, Petrozavodsk, Pskov, Smolensk. Number of employees: 165. Annual turnover: USD 3 million. Main clients: GNLD, Tata Steel, Tele2, Woodward.

Alexey Slobodyanyuk, owner and CEO of Astra Group. He graduated from the Chisinau Technical University with specializations in “German Translator” and “Design Engineer”. He also has an MBA diploma in the specialization “Developmental management and patterns of development of organizations” and RANEPA. In active sales since 1998. In this position since 2009. "Astra Group" is a company founded in 2009. Specializes in conducting seminars and trainings on analyzing the activities of companies, forming development strategies, etc. Clients include Sberbank, Gazprom, Beeline, Rosgosstrakh, Hitachi, KROK, Synergy, VTB-24, Home Credit, IMB-Bank, Softline, Simplex and others.

Andrey Nechaev, Commercial Director, ATI Plant, St. Petersburg. Andrey Nechaev graduated from the St. Petersburg Academy of Refrigeration and Food Technologies and the St. Petersburg University of Engineering and Economics. From 1995 to 1997, he held the position of marketing manager at ATI Plant, from 1997 - marketing director, and from 2000 - commercial director. ATI Plant was founded in 1913. Produces brake products, sealing, heat and electrical insulating materials. Staff - more than 500 employees. Clients include: Gazprom, KamAZ, Lukoil, Norilsk Nickel, Russian Railways, Rosneft, Severstal.

Yuri Bogopolsky, Vice-President of the National Association of Highly Qualified Top Managers - Management Experts, St. Petersburg. Consultant on the management of an industrial enterprise - plant, service, workshop, site; on organizing world-class production - World Class Manufacturing (WCM); implementation of lean production (“Lean Production”), lean technologies; manager-practitioner; personal career - to general director of a group of factories; engineer, candidate of economic sciences.

And in trade, the popularity of such a profession as a sales manager is rapidly growing. Despite the specifics of this work, even students can do it. The profession of a manager opens up prospects for a person in terms of salary and career growth in the company.

Having gained sufficient experience in sales, a specialist has the opportunity to connect his further activities with technology, marketing or take a leadership position. The main tasks are to find out the needs of the buyer, contact existing customers and constantly look for new ones, as well as ensure the promotion of products to the market and the process of the product entering the field of use. If you are interested in obtaining this position and successfully working in this field, you need to outline the responsibilities of a sales manager for your resume. First of all, you need to familiarize yourself in detail with the nuances of the profession.

General characteristics of the activities of a sales manager

The need for specialized education for this job is a rather controversial issue. Perhaps specialized education is a decisive factor, but, on the other hand, character traits play an equally important role. Not only will good knowledge of products and customer needs help ensure career success, but also communication skills. You need to quickly navigate the situation, for example, if a product is out of stock, if possible, offer another, conclude profitable contracts, work with documents, negotiate with suppliers, track delivery conditions, discounts, etc. Sometimes the definition of this specialty does not seem very understandable, overly generalized and even confusing.

To present yourself as a worthy candidate for this position, you must first understand the key job functions, responsibilities of a sales manager for a resume in order to correctly compose it. Let's look at all this in more detail in the following sections.

Requirements for the profession

The sales manager carries out the following activities:

1. Searches for potential clients and conducts commercial negotiations.
2. Accepts customer orders and prepares documentation.
3. Identifies customer requirements for goods produced by the company, negotiates orders depending on the requirements and availability of these goods or services.
4. Stimulates sales and customer work with the company.
5. Develops a sales plan for each month.
6. Works with reporting documentation on sales and shipments to the company's clients.
7. Participates in the preparation and implementation of sales projects.
8. Performs work on the client base.
9. Monitors the shipment of goods to customers.
10. Monitors payments by customers under concluded contracts.

But, simply put, the common and most basic function of all representatives of the profession is the ability to sell effectively. You cannot do without knowledge of the market and the company, since the manager takes on half of the company’s responsibilities.

How to become a sales star? What do you need to be able to do and know?

Sales managers work in various fields: in banks, in the metal industry and telecommunications. There are several types of “sales people”. Regardless of their specifics, the main goal of a specialist is to conclude the largest number of transactions and ensure the maximum sales volume.

Professional trainings that can be found on the Internet will help you acquire the skills of a sales manager. Also, when considering the responsibilities of a sales manager for the resume you are about to write, keep in mind that selling any product requires:

• study demand, competitors, market opportunities;
• develop a product taking into account market requirements;
• search for potential clients and advertise;
• convince the client that your products are of the highest quality;
• enter into a contract;
• deliver products or provide services, as well as after-sales service;
• complete paperwork and work on sales growth strategies.

Typology of sales managers and their main functions

As already mentioned, there are several types of sales managers. Let's briefly describe them.

• Contact center operators. They check the availability of goods at the base and issue invoices.

• Storekeepers. They issue products from the warehouse, issue invoices and receive money.

• IT operators. They work with applications and have no communication with clients other than email.

• Cashiers. The main task of cashiers is to receive money for goods.

• Accountant or 1C operator. Draw up the necessary documents for products.

• Sales representatives. Take orders from store employees. These are the most qualified and experienced “sales people” (they are called super-managers).

• Sales consultants. Must have an understanding of clients' products or business activities and provide consultation.

When considering sales manager responsibilities for your resume, be sure to include your experience and functions as some type of “sales executive” (if you have such experience).

What do applicants need to consider? Job responsibilities of a sales manager in a resume with comments

Have you already decided on your choice of profession and settled on a specific example? Don't forget about the main rules. A resume is the “face” of a candidate for a position. In order to competently write a resume for a job, you need to indicate the specific skills that are required for the job. There are examples on the Internet of the correct formatting of this document. The responsibilities of a sales manager for a sample resume can be viewed here.

Egorova Olga Nikolaevna

Citizenship: Russia.

Phone: +7 (XXX) XXX-XX-XX.

Goal: applying for the position of sales manager.

Experience:

Spectr Plus LLC, Moscow.

Position: sales manager.

Responsibilities:

· search and attraction of clients;

· working with the client base and keeping it up to date;

· Negotiations with clients;

· drawing up commercial offers and concluding contracts;

· invoicing;

· search for contractors and interaction with them;

· drawing up sales plans;

· maintaining document flow in full;

· Drawing up reports on work results.

Wholesale sales manager: what is the essence of the job?

This is a person who works with ready-made clients without searching for them, dealers and distributors. To perform these functions, you need to know the market, business fundamentals and have experience working in a company.

The Wholesale Sales Manager Responsibilities for Resume are detailed in the form given below.

02.2012 — 11.2013 — LLC "...", St. Petersburg

Position: wholesale sales manager.

Responsibilities:

• large-scale trade for doing business;
• necessary modification of the product;
• processing orders with customers;
• implementation of the overall development strategy of the enterprise;
• receiving products, checking calculations;
• interaction with companies involved in the transportation of goods;
• activities to create and implement enterprise programs;
• participation in exhibitions.

The job responsibilities of a sales manager are determined by the specifics of the company in which he works. You can be involved in different fields if you have enough knowledge. For example, a “sales person” in the field of mechanical engineering must understand the intricacies of this industry.

Car sales specialist

This work requires knowledge of a sufficient amount of information about cars, auto parts, equipment and technology. Responsibilities of an automobile sales manager for a resume could be as follows:

1. Consulting clients by phone and in the showroom.
2. Negotiation.
3. Preparation of necessary documentation and conclusion of contracts.
4. Organizing a demonstration of machines in action, working on their preparation for delivery to the client, informing clients about various services (trade-in, special equipment).

The manager of a car dealership represents a certain brand of car; he must take into account the requirements and wishes of the buyer and work in accordance with them.

Purchasing a car is a multi-stage process that a specialist needs to clearly monitor in order to avoid difficulties in purchasing a new car from a client.

There are also many industries where a manager needs special knowledge, for example, a furniture sales manager cannot do without this knowledge.

Selling furniture: useful skills

Requirements for such specialists include developed artistic taste, responsibility and attention to detail, knowledge of furniture, preparation of documentation (invoices, reports), and computer skills.

So, let's summarize. What skills does the employee have in this field?

If you are considering being a candidate for this position, Furniture Sales Manager resume responsibilities should include the following:

• knowledge of cabinet furniture;
• drafting contracts;
• sales skills;
• creating a list of buyers;
• consulting customers by phone and when selecting products;
• processing of primary documentation;
• searching for clients;
• formation of a sales plan and their accounting;
• shipment of products;
• organization of payment under contracts.

A furniture sales specialist does not necessarily (but preferably) have a university diploma. If you have graduated from college or technical school, you can try yourself as a candidate for this position.

Although this is difficult, it is very interesting work.

Personal qualities important for professional activity

Sales manager resume responsibilities are not the only thing you need to consider when presenting yourself as a candidate for this job. You need to decide whether you have the personal qualities that will ensure a career in this field. It is recommended to try yourself in this position for those who are stress-resistant, sociable, have self-organization skills, clear diction, can instill their opinion in the client (“Our product is the best”), and conduct telephone conversations.

A good “sales person” is efficient, hardworking, capable of presentation and self-presentation (he represents both the product and himself well), and takes into account the needs of the client. The management profession is one of the most prestigious, but it has its drawbacks - sometimes it involves business trips and long working hours. We must remember that any specialty is a state of mind.

If you enjoy presenting products and selling, arm yourself with a well-written resume, take some training, and opportunities in this area are open to you. Good luck!

A sales manager is a manager responsible for the progress of the trading activities of the entire company or its individual section, for example, a department, a retail outlet, and so on. A manager may not hold a leadership position, but in his field he is equivalent to a responsible executive.

Responsibilities of a Sales Manager

The Sales Manager's responsibilities include diverse management of site sales from all angles. It ensures communication and communication between the three parties of trade: buyer, seller and manufacturer.

The sales manager must develop, plan and organize activities to create a client sales network, build ways to promote goods to their consumers, and develop a dealer network. His responsibilities include communication and cooperation with trading and manufacturing enterprises, logisticians and other intermediaries.

A variety of pre-contractual work also falls on the sales manager: he selects the optimal types of contracts, be it a sales contract or a distribution contract, outlines the forms of fulfillment of obligations by the parties, develops various pre-contractual documents, smooths out and balances disagreements in contracts and analyzes existing documentation.

Concluding contracts is another responsibility of the sales manager. It is he who monitors their quantity and quality, promptly updates statistical data about buyers, collects databases about them, taking into account all details, addresses, the state of the financial sector, average purchase volumes, and so on.

The sales manager is also involved in post-sales work: he compiles statistical tables, analyzes trends and sales volumes, and prepares reports for management.

Job Description for Sales Manager

Broad functional responsibilities, working conditions and evaluations of the sales manager's work are described in the job description. Despite the fact that the job description has its own template, in each individual company it is compiled in its own way, and is edited taking into account the company’s policy. According to this document, the sales manager must:

• Identify potential buyers of goods;
• Provide contact with the buyer and find methods to communicate with him;
• Attract the attention of clients;
• Organize product presentations through advertising and participation in exhibitions;
• Negotiate and obtain meetings with clients;
• Create a friendly emotional climate;
• Recognize and understand the needs of the client;
• Make a sale, within the framework of which deal with the client’s objections, conclude deals, create conditions for cooperation in the future, place orders.

Where does the sales manager work?

The only area of ​​business where you can find a sales manager is trade. Moreover, this trade can be very different:

1. wholesale and retail trade
2. trade order business-to-business or business-to-customer
3. sale of goods or services.

How to become a sales manager and sell-sell-sell?

A higher education is not particularly important for a sales manager, but it will be a significant advantage when applying for a job. A manager's working day often lasts longer than the standard 8 hours, during which there is a lot of communication between people, financially responsible actions and conflict situations. Therefore, the sales manager must:

• be active, sociable, friendly, capable of learning quickly;
• have a high level of stress resistance;
• be able to establish communication with people;
• have organizational skills;
• have broad knowledge of your product and related services.

Knowledge in the field of law, economics and management is welcome. The ability to work on a computer, responsibility, the ability to see the whole situation and predict its outcome, an active life position - these are additional advantages for a candidate at an interview. Preference is given to those candidates who are able to quickly find new ways to solve problems while maintaining corporate ethics.

How much does a good sales manager cost?

The average salary of a good specialist on the market has a wide range: from a thousand dollars to several thousand.

The amount of a specialist’s income directly depends on his sales skills, personal responsibility, as well as the state of the market - the masses’ assessment of the prestige of the product and its “salability.”

How to get promoted quickly?

The main condition for rapid career growth has always been self-improvement of one’s personality and professional skills.

Take the initiative into your own hands! Leaders always notice courageous and persistent people.

Stay one step ahead! Anticipate and follow trends, collect and analyze statistical indicators of your work, and then submit reports to management.

Find out more about your product, study and practice sales techniques; fortunately, they are very easy to find in specialized literature or on the Internet.

Courses and trainings for sales managers

If you wish, you can attend courses or trainings for sales managers. Such training programs are designed in a special way to introduce a specialist to the theory of sales and immediately practice it in practice.

Don't want to open your own small business? very interesting option! For example, making nails or cooking hot dogs.

During the trainings, they study the psychology of sales and buyers, practical methods of attracting customers and turning them into regular customers. A good training leader should teach a manager to get rid of internal constraint, improve his internal qualities and set goals, and build trusting relationships with colleagues and customers.

Working as a sales manager requires the applicant to have a large stock of skills and abilities, a wide knowledge base in many fields of science, and a high level of development of personal qualities, but in return it provides enormous, irreplaceable experience in communicating with people.

Download job description
sales manager(.doc, 86KB)

I. General provisions

1. A sales manager belongs to the category of managers.
2. A sales manager must know:
   1. 2.1. Laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities.
   2. 2.2. Market economy, entrepreneurship and the basics of doing business.
   3. 2.3. Market conditions.
   4. 2.4. Assortment, classification, characteristics and purpose of goods.
   5. 2.5. Pricing methods, pricing strategy and tactics.
   6. 2.6. Fundamentals of marketing (the concept of marketing, the fundamentals of marketing management, methods and directions of market research, methods of promoting goods to the market).
   7. 2.7. Patterns of market development and demand for goods.
   8. 2.8. Theory of management, macro- and microeconomics, business administration.
   9. 2.9. Forms and methods of conducting advertising campaigns.
   10. 2.10. The procedure for developing business plans and commercial terms of agreements, agreements, contracts.
   11. 2.11. Psychology and principles of sales.
   12. 2.12. Techniques for motivating customers to make purchases.
   13. 2.13. Ethics of business communication.
   14. 2.14. Rules for establishing business contacts.
   15. 2.15. Fundamentals of sociology, psychology and labor motivation.
   16. 2.16. Foreign language.
   17. 2.17. Enterprise management structure.
   18. 2.18. Methods of information processing using modern technical means of communication and communications, computers.
3. Appointment to the position of sales manager and dismissal from the position is made by order
4. During the absence of the sales manager (business trip, vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the corresponding rights and bears responsibility for the improper performance of the duties assigned to him.

II. Job responsibilities

Sales Manager:

1. Develops schemes, forms, methods and technologies for selling goods and promoting goods on the market.
2. Develops and organizes pre-sale activities to create conditions for the systematic sale of goods and meet customer demand for goods.
3. Monitors the development and implementation of business plans and commercial terms of concluded agreements, agreements and contracts, assesses the degree of possible risk.
4. Studies the goods market (analyzes demand and consumption, their motivation and fluctuations, forms of activity of competitors) and its development trends, analyzes market opportunities.
5. Organizes the collection of information about the demand for goods, the reasons for its changes (increase, decrease), analyzes the needs of customers.
6. Identifies the most effective sectors of the goods sales market, develops a set of measures to use the opportunities of the goods market.
7. Develops and ensures the implementation of measures to organize and create a sales network for goods (development and construction of channels for the movement of goods to consumers; building relationships with wholesale and retail trade enterprises, other intermediaries; development of dealer relations).
8. Identifies potential and promising buyers of goods (wholesale and retail trade enterprises, other intermediaries, etc.) and establishes business contacts.
9. Conducts sales negotiations with customers in the following areas: providing general information about products and their properties; introduction of sales-relevant criteria for evaluating goods; eliminating doubts about the unfavorable properties of goods; informing about the demand for goods and consumer reviews of goods; identifying potential customer needs; etc.
10. Takes part in pricing, works through the psychological aspects of price negotiations, determines methods of justifying prices, determines forms of settlements under contracts (settlements under letters of credit, settlements by checks, collection settlements, settlements on an open account, bank transfers, trade credit, payment orders, etc. ), develops and applies discount schemes depending on various factors.
11. Organizes pre-contractual work (selection of the type of contracts: distribution, purchase and sale, etc.; determination of methods and forms of fulfillment of obligations, development of pre-contractual documentation, reconciliation of disagreements, analysis of buyer documentation, etc.) and concludes contracts (purchase and sale, supplies, etc. ).
12. Manages the organization of work on the delivery or shipment of goods to customers under concluded contracts.
13. Controls payment by customers for goods under concluded contracts.
14. Organizes the collection of information from customers about the requirements for the quality characteristics of goods (service life, rules of use, packaging, etc.), as well as the requirements for after-sales service.
15. Analyzes the reasons for customers sending claims and complaints under concluded contracts.
16. Creates and ensures constant updating of information databases about buyers (organizational and legal forms, addresses, details, telephone numbers, names of managers and leading specialists, financial condition, purchase volumes, sales volumes, timeliness and completeness of fulfillment of obligations, etc.).
17. Maintains contact with regular clients and renegotiates contracts with them.
18. Analyzes sales volumes and prepares reports based on the results of the analysis for presentation to a senior official.
19. Organizes and manages events to create consumer demand for goods, stimulate sales, coordinates certain types of advertising campaigns, ensures the company’s participation in product presentations, fairs and exhibitions.
20. Takes part in solving issues of forming and changing the directions of development of the product range.
21. Recruits and trains sales personnel (sales representatives, sales consultants, merchandisers, sales agents, other employees), assigns tasks to subordinate employees and monitors their implementation.

III. Rights

The sales manager has the right:

1. Independently determine the forms of selling goods and establishing business relationships with customers.
2. Sign and endorse documents within your competence.
3. Get acquainted with the documents defining his rights and responsibilities for his position, criteria for assessing the quality of performance of official duties.
4. Request personally or on behalf of the immediate supervisor from heads of departments of the enterprise and specialists information and documents necessary to perform their job duties.
5. Submit proposals for improvement of work related to the responsibilities provided for in these instructions for consideration by management.
6. Require the management of the trading enterprise to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.

IV. Responsibility

The sales manager is responsible for:

1. For improper performance or failure to fulfill one’s job duties as provided for in this job description - within the limits established by the current labor legislation of the Russian Federation.
2. For offenses committed in the course of their activities - within the limits established by the current administrative, criminal and civil legislation of the Russian Federation.
3. For causing material damage to the enterprise - within the limits established by the current labor legislation of the Russian Federation.

The main purpose of the job description of a sales manager is a detailed definition of the main responsibilities and qualification conditions of the seller, the procedure for subordinating the employee to management, his rights, responsibilities, as well as the rules for appointment and dismissal from his position. Despite the fact that a job description does not belong to the standard, mandatory documents of an enterprise, its presence allows, in the event of any disputes or disagreements, to identify or eliminate the guilt of both the employee and the employer, which is why its preparation should be taken as seriously and thoughtfully as possible .

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Rules for drawing up job descriptions

There is no legally established concept of “job description”, therefore there is no unified, strictly established sample. Organizations can develop a document template at their discretion, and also change it depending on the employee’s working conditions and other parameters.

It should be noted that in different companies the job responsibilities of sales managers may differ slightly, but the basic provisions should always be similar.

The wording in the job description must be written in detail and clearly, without the possibility of double interpretation. If a document is drawn up for employees of one department, then in order to avoid duplication of the same functions, the document should be adjusted if necessary.

The main rule is that the job description must always be approved by the head of the department and the director of the enterprise, and also signed by the employee himself.

The sales manager’s signature will indicate that he agrees with the job responsibilities assigned to him, the rights granted and understands his responsibility. The standard job description consists of four sections:

• "General Provisions"
• "Job Responsibilities"
• "Rights",
• "Responsibility",

Filling out the job description for a sales manager

First, at the top of the document in the middle, its name is written, indicating the position for which it is being compiled.
Further on the right you need to leave a few lines for approval of the job description by the head of the organization. Here you need to enter his position, company name, last name, first name, patronymic, and also leave a signature line with a transcript.

Main part of the instructions

In the first section called "General provisions" you should indicate which category of employees the sales manager belongs to (worker, specialist, manager, technical staff, etc.), to whom he specifically reports (without indicating names), the qualifications that he must meet (specialization, education, additional courses) , required length of service and work experience.

Next, enter the person who will replace him during the period of absence from the workplace (also without specifying specific names), as well as the basis for the appointment or dismissal of the employee (for example, an order or order from the director of the enterprise).

Below you should list all the documents and rules that a sales manager, due to the specifics of his work, must be familiar with:

• basics of labor legislation,
• rules for concluding transactions and contracts,
• procedure for completing documentation,
• rules on labor protection and internal regulations, etc.

Also here it is necessary to identify specific documents and regulations on which this category of specialists should rely in their work.

Second section "Job Responsibilities" directly concerns the functions assigned to the sales manager. Depending on the enterprise and its type of activity, they may be different, but they should always be described as completely and in detail as possible, from market research to reporting and employee participation in internal events.

In chapter "Rights" You need to describe in detail the rights of the sales manager, that is, the powers that he is given to perform his work as efficiently as possible. Here it is necessary to specify the possibility of improving professional level, interaction with the management of the enterprise and employees of other departments, as well as the initiatives expected from the employee.

Fourth section "Responsibility" determines those violations that may result in punishment from the management of the enterprise. It is advisable to indicate them in detail. If necessary, this part of the document can include specific sanctions and penalties that will follow for certain violations.

Finally, a job description is necessary agree with the responsible employee. Here you need to enter his position, name of the organization, last name, first name, patronymic, and also put a signature with a transcript.

Below you should indicate information about the sales manager: his last name, first name, patronymic (in full), name of the organization, passport data (series, number, where, when and by whom it was issued), signature and date of review of the document. Finally, the job description should be submitted to the head of the organization for resolution.