General Sales Manager Role - Essay Example

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General Sales Manager Role.
Leaders are often regarded as lifeblood of any organisation. The information and the ideas are generated by the leaders which are followed by the subordinates to attain the organisational goals. …
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Download file to see previous pages Being a good listener allows the leader to identify the mistakes or issues and develop ways to solve them. Followed by a good listener, effective communication skills should also be possessed by the leader which will ensure smooth flow of information and ideas among the employees. He should be result-oriented rather than goal-oriented. This will reflect in his decision taking ability.
Few issues have been recognised prevailing in the Integrated Interiors Limited. The first and foremost issue is concerned with the supply chain. The unavailability and certain difficulties related to supply chain are being an important issue for the organisation. Apart from that, the antagonism and conflicts between the sales and operations departments have created another issue for the Integrated Interiors Limited. Furthermore, the sales team needs focusing and motivational activities by a leader. The absence of two Area Sales Managers (ASMs) has led to unsatisfactory results from the leadership, thus de-motivating the employees. Last but not the least, the old age group has become an issue for the company. Most of the sales people are over 50 years in the sales team. Certain recommendations to resolve the issues such as implementation of Supply Chain Operations Reference (SCOR) model in supply chain, inclusion of effective conflict management related system, inclusion of employees in sales target related decision making process and appointment of more youth in sales force have been made. Table of Contents Executive Summary 2 Table of Contents 3 1.Personnel Specification for the General Sales Manager Role 4 2.Four Primary Issues Concerning the Sales Operation 6 3.Recommendations for Solving Each Issues 8 3.1 First Issue Analysis and Recommendations 8 3.2 Second Issue Analysis and Recommendations 9 3.3Third Issue Analysis and Recommendations 10 3.4Fourth Issue Analysis and Recommendations 11 4.Timescales for Resolving the Issues 13 5. References 14 6.Bibliography 15 16 16 1. Personnel Specification for the General Sales Manager Role Recently, it has been recognised by the Managing Director of Integrated Interiors Limited Mary Hennasey that over the past year or more due to the ill health of Fred Staples, the Marketing Director of Integrated Interiors Limited, he has not been able to focus on the sales team. The Managing Director has reviewed the annual report that showed a sales dip of ?20m in the year 2009-2010. However, 2010-2011 annual report showed that the sales were ?395m, most of which have come from the general commercial sector, 65% and the rest 35% from the hotel sector. Thus, the decision of appointing an experienced leader for the role of General Sales Manager (GSM) who will be responsible for the activities of the sales team has been acknowledged. The GSM, who will be appointed, should have a Master of Business Administration (MBA) degree from a reputed university, specialising in sales. Preference would be given to people who have been appointed as Area Sales Manager in the same sector for more than 10 years. Following are the additional requirements that will add to the benefit of the candidate. One of the most important considerations will be given to the person who is a good listener. It is believed that a great leader has a good listening skill. With a great listening skill, the leader will be able to address any type of grievances that may arise among the employees. He should have the image to remain calm and welcome new ideas that in turn will motivate the employee (Kanu & Kanu, 2007). The communication level should be high when asking questions are concerned. It should follow just after listening to any type of queries. He should ...Download file to see next pagesRead More
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