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manager
Interview
SDM Assignment
2009-10
BBA(Gen.)
• 1-3lakhs
• 4-7lakhs
• 7-10lakhs
• Accommodation
Bonuses
Recognition
Level of performance
• Efficiency
Seniority
• Status
• Monthly
Quarterly
• Twice a year
• Yearly
8. Do you think salespeople’s decision should be considered while setting targets and sales
plans?
Yes
• No
• Market survey
• Resource availability
10. How long have you been working with this company?
• 3-5 years
• 5-8 years
8-10 years
• 11 and above
• Yes
No
• May be
Yes
• No
• May be
13. What do you personally prefer while setting and agreeing sales plans?
AMITY SCHOOL OF BUSINESS
14. What’s your take on giving feedback to your sales people? On performance reviews? If
done poorly, they can really demotivate a salesperson. What should you do, and what
should you avoid?
Mr. Abhishek Agarwal has been serving the company since last 8-10 years and had contributed
significantly in the growth and survival of the company. Prior to this role he had served the
company, first as a trainee in marketing department, then as a marketing head, then General
Sales Manager and finally as a GM of the company.
According to him for this post a person needs to have a strong knowledge of the market, and
an in-depth understanding of all sales departments’ financial data as well as strong customer
relations skills.
• As per the questionnaire details, the main reason for working with Crystal Phosphates
Ltd. is greater opportunities to use skills and competencies because of which the
employees feel that they are a part of the organization and their contribution plays a
significant role. The responsibilities are set and defined and everyone works under the
same
As the General Manager of Crystal Phosphates Ltd., he administers the goals and policies of the
governing body. He directs the agency's top managers and employees, emphasizing a strong
customer focus to ensure transit riders and taxpayers receive the best transit service available. He
works closely with local jurisdictions to develop short-and long-term transportation goals for the
AMITY SCHOOL OF BUSINESS
community. He oversees the annual operating and capital budget; is the chief negotiator in
collective bargaining; handles grievances; and setting sales targets.
• The company provides many benefits as well as a good salary package and therefore Mr.
Abhishek wants to be associated with the company currently as well as in future. The
benefits are as follows- car facility (car being provided by the company), bonuses on the
basis of performance, mobile bills, benefits on achievement of target and recognition also
plays an important role e t c.
• Crystal Phosphates has an open discussion policy wherein before setting sales targets and
making any decisions, middle level employees are also involved and can give their
suggestions(if any) and hence the decision is made jointly.
• The evaluation in the company is done quarterly and hence there is a greater opportunity
for the sales person as well as other employees to improve their performances and judge
where they stand.
• The current sales target of the company is to have a greater market share internationally
as well as domestically. China being the major exporter and importer of their goods, the
company wants to expand in more regions. The greatest benefit of working in the
company is that they involve decisions of the salespeople.
While setting objectives, he likes to discuss the objectives openly and arrive at a joint decision of
sales target and other objectives discussing them with other top level executives. He works out
the sales plans and then invites comments from the sales people. This boosts up the morale of the
sales people under him and he can get new ideas and suggestions and can implement them if
possible.
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Conclusion-
Sales managers are basically engaged in managing a sales force involving recruiting, hiring,
training, supervising, compensating salespeople, motivating them to become problem solvers,
and providing the proper planning and backup support so they can perform their jobs properly
the following are the roles and responsibilities of sales manager-