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Talent MANAGEMENT

Assignment B

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Specific Performance Measures for the Sales Function

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Process in developing a High Potential Development Program

1. The Buddy Approach.

2. The Tenure Approach

3. The Manager Appraisal Approach.

4. The Decision-Makers Consensus Approach.

5. The Criteria Based Approach.

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Career Path for the Sales Personnel

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Sales Executive Senior Sales Executive Assistant Manager

Sales

Manager

Experience 1+ years related

Technical Sales

experience.

1-3 years successful

sales experience, within

the direct marketing

industry

3+ years in managerial

sales experience

3-5 years of

inside/outside sales

experience within

the technology

industry

Qualification Graduate Masters Level Degree MBA is preferred MBA is must

Skills Good

communication,

customer service

and writing skills.

Demonstrated sales

ability with

large/national

accounts, excellent

sales and marketing

skills, consultative

approach

Generates Salesand Profits

Meeting Sales Goals,

Presentation Skills,

Performance

Management,

Building

Relationships,

Emphasizing

Excellence,

Negotiation, ResultsDriven, Sales

Planning, Managing

Profitability

Customer Service

Leadership

SystemsCompliance

Delivers CompanyStandards

Personnel Skills

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Sales Executive Senior Sales Executive Assistant Manager Sales Manager

Roles The Sales Executive will

work with the Marketing

Director to develop new

New Business

Development

The aim of this role is

assist the General Sales

Manager to grow sales

and profit. This

To settle down the

discrepancies of

customers accounts as

per company policy.

business, prepareproposals and quotations

for supply of DMC data,

and

Maximize customerpenetration through use

of prospecting,

presentation, selling,

closing, follow up and

account development

skills

will be achieved throughhands on leadership,

excellent customer

service, a trained,

To ensure theexpeditious dispatch

of orders to parties.

negotiate and wincontracts.

Stay abreast ofevolving information

available to the industry

motivated andprofessional team,

delivering company

standards every day and

managers

To look after thesales orders tracking

invoice posting and

re-order level of

finished products on

daily basis.

Prepare reports andsales forecasts, as

required

with commercial acumenthat control all aspects of

the day to day business.

To implement theparties discounts and

credit limits

according to the

policy.

To monitor/disposal

off sales returns

activities as perpolicy.