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The 4roles of sales management

This is the model that describes, and adapts, the Sales Manager’s work tasks and work patterns.

When Sales Managers are recruited and developed, roles are often described in terms of skills and experience, what the manager is expected to achieve, along with areas of responsibility. Far too often there is no firm outline of the work tasks and activities expected of the Sales Manager.

This model provides a complete role description for a professional Sales Manager, including concrete activities that they are expected to perform, and how often.


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