Sales Management Heavyweight boxer George Foreman’s advice to his children L.A. Times, pg. C2, Tuesday, March 25, 1997 “I don’t care how many degrees you have on the wall, if you don’t know how to sell, you’re probably going to starve.”

Figure 1-2: Positions of Personal Selling and Sales Management in the Marketing Mix Sales management Sales management PlanningMotivating BudgetingCompensating Recruiting and selectingDesigning territories TrainingEvaluating performance PlanningMotivating BudgetingCompensating Recruiting and selectingDesigning territories TrainingEvaluating performance

Figure 1-2: Sales Organization in a Medium-Size firm Vice president of marketing National sales manager Regional sales manager District sales manager Field sales representative Number

Table 1-1 Sales Managers’ and Salespersons’ Time Allocations Selling 29%51% Face-to-face(17)(30) Telephone selling(12)(21) Administration Account service/coordination Travel/waiting Internal meetings Manager’s Time Allocation (in percent) Salesperson’s Time Allocation (in percent) Job Responsibility

Figure 1-3: Sales Paths at Hallmark Cards Retail installation coordinator Entry level for those with no sales experience Sales representative Entry level for those with sales experience Sales executive District sales manager Regional sales vice president Regional operations manager Regional sales trainer District sales trainer Staff positions outside sales organization Product manager Sales program specialist Multiple account coordinator District sales development specialist New business specialist Regional sales development manager

Total Compensation for Field Sales Personnel Job Title Average Top sales executives$99,000 Regional sales managers 78,700 District sales managers 69,600 Senior salespeople 55,600 Intermediate sales salesperson Entry-level salesperson 33,700 Source: Sales Force compensation Survey (Chicago: Dartnell Corp., 1996), pp