Young People and Sexual Agency in Rural Uganda | Review

Young People and Sexual Agency in Rural Uganda ReviewCritical SummaryBell, S. A. (2012). Young populate and inner force in rural Uganda.Culture, health sexuality,14(3), 283-296.Charles NcubeSummary of paperHIV and AIDS continues to be an ongoing concern in m either countries glob solelyy and even more(prenominal)(prenominal) so for Afri washbowl countries. Research published in 2012 by Stephen A. Bell, Young concourse and sexual authorisation in rural Uganda examines the termination making mental process petabyteing young Ugandans involvement in sexual relationships, the transactional negotiations and factors that whitethorn influence sexual health decision making choices.1Bells research builds on existing publications as it examines how young peoples sexual agency has an impact on their sexual health choices and lifestyles with the intention of providing health promotion practiti whizzrs a more sensible and practical starting point from which to design HIV and sexual health computer programmes. Bell contextualises his research with a broader framework of empowerment. The research searchs to excuse how young people (11 24 years old) make choices regarding their sexual behaviour unpacking the figure of in reverberateation operable to them, contraceptive knowledge and the stigma attached to sexual activity at an early age.1Bells research inquiry is informed by the theoretical framework of individual agency, defined by Petesch, Smulovitz and Walton as the capacity of individuals to make use of severes and workful choices and transform these into desired actions and outcomes.2 In doing so, Bell discusses the notion of sexual agency to refer to a process where young people become sexually active and the strategies, actions and negotiations problematical in navigating broader genial expectations.The study design incorporates tenfold qualitative methods. The research is conducted in three rural locations in Uganda over 2 years. The methods ap plied be focus groups and integrated interviews. The focus groups sample is drawn from local schools and non-school at die hardees. From the focus groups purposive sampling is used to therefore invite participants to participate in the structured interviews. A broad range of topics are discussed including what they liked or disliked about their communities, their social and ethnical expectations, category situations, their social networks, economic and social comfortably world, relationships and sex and their aspirations for the future.The 3 key findings reported wereFactors influencing decision making leading to involvement in sexual and intimate relationshipsActions and negotiations within these relationships andOutcomes arising from sexual agency. 1CritiqueThe research get outs a detailed and rich insight to the decision making process of young people regarding sexual health. In light of this, a more detailed examination that focuses on the generalizability of the findings to a different and diverse population is required.Focus groups (between 8 and 12 participants) are social contexts characterised by the forms of communicative interaction and meaning making found in everyday conversations. 3 The purpose of the focus group is to draw upon the participants attitudes, beliefs, feelings experiences and reactions in mien not possible using separate(a) methods. These attitudes, feelings and beliefs are more likely to be revealed via a social gathering and the interaction which being in a focus group entails.4Focus groups are flexible in nature, present high face validity and move generate lots of data hitherto there are also limitations to this go on obtain a craply, in recording, transcribing and analysing this data which needs to be taken into account. In the case of Bells research the chance of introducing error or bias are particularly high if the discussion has to be translated from the native language to the language of the investigator an d this a problem which is signifi ignoret in multilingual environments. Bells linguistic attributes in the local language is not disclosed nor the language used in the focus group session. Considering the age of some of the participants and the potential cultural influences, free expression is not everlastingly possible in a group setting and the group can in fact inhibit discussion. For example, Vlass forth (1987) expound a focus-group discussion amongst adolescent girls in India, during which the girls were painfull shy, not wishing to discuss their opinions in front of other people, despite extensive efforts to pee a relaxed setting conducive to discussion.5Other limitations of focus groups are their small samples size as wellhead as being purposively selected. The results from this sample may not abide generalization to larger populations where the research outcomes may be applicable. In addition, as with other qualitative methods, the chances of introducing bias and subje ctivity into the interpretation of the data are high.6 spell the focus-group discussion can provide plausible insights and explanations, bingle should not extrapolate from focus group discussions to a broader and heterogeneous population. This tenet may not always be followed. In fact Merton, a key author of focus-group discussions, suggests that focus group research is being mercilessly misused as quick-and-easy claims for the validity of the research are not subjected to further, quantitative test.7Implications of PositionDue to the abovementi peerlessd limitations the data gathered may not provide a conclusive guide crossways other young people populations in similar settings, i.e. Ugandan communities or other countries in the region. This in turn makes it difficult for health promotions agencies to develop and monger programmes focus on safe sexual health practices stone piting the young people aged between 11 and 24 years. The Ottawa Charter for Health progression (WHO, 1 986) emphases the need to create supportive environments and strengthen community actions.8 What is evident is the need to educate the whole community to facilitate social change. There are multiple theories underpinning community wide approaches to health promotion for example, the three-stage Freirian Praxis Model of change suggests that people engaged in Freirian programs can evolve beyond powerlessness to create a sense of empowermentthat they can make a difference in their worlds.9Bell reports that young people do know what they are doing in relation to their sexual choices they are able to articulate their needs and feelings and then act on these. The research provides valuable insight and health promotion programme designers may want to consider how these can be tailored and incorporated to a local context. Further research is required to discover the community at large and the cultural influences that may be barrier to young people accessing timely, accurate and appropriate sexual health information.ReferencesBell, S. A. (2012). Young people and sexual agency in rural Uganda.Culture, health sexuality,14(3), 283-296.Petesch, P., Smulovitz, C., Walton, M. (2005). Evaluating empowerment A framework with cases from Latin America.Measuring empowerment Cross-disciplinary perspectives, 39-67Barbour, R., Kitzinger, J. (Eds.). (1998).Developing focus group research politics, theory and practice. Sage.Department of Sociology, University of Surrey, accessed on 25 August 2014, http//sru.soc.surrey.ac.uk/SRU19.htmlVlassoff, C. (1987). Contributions of the micro-approach to social sciences research. Report prepared for IDRC.Khan, M. E., Anker, M., Patel, B. C., Barge, S., Sadhwani, H., Kohle, R. (1991). The use of focus groups in social and behavioural research some methodological issues.World Health Stat Q,44(3), 145-149Merton, R. K. (1987). The focussed interview and focus groups Continuities and discontinuities. in the public eye(predicate) Opinion Quarterly , 550-566.WHO, (1986), The Ottawa charter for health promotion, accessed on 25 August 2014, http//www.who.int/healthpromotion/conferences/previous/ottawa/en/index1.htmlWallerstein, N., Sanchez-Merki, V. (1994). Freirian praxis in health fosterage research results from an adolescent prevention program.Health Education Research,9(1), 105-118.Case Study gross revenue Planning OperationCase Study Sales Planning OperationSales, is the name of the game in many a(prenominal) artes and organizations. To have a palmy business you must have profitable gross revenue. In the first phase of this assignment individual(prenominal) exchange is evaluated in depth. Communication mix is described in every aspect of gross revenue by giving examples, selecting two organizations from the market. Identified environmental and theater directorial forces affecting exchange and well described personal selling.In the second phase of the assignment selling process is well described pointing out its p rincipals. from each one stage well evaluated and suggestions given in order to make new improvements. In the third phase gross revenue strategies and corporate objectives of selected 2 organizations well explained. steal recruitment and selection procedures devised accordingly. Motivation, remuneration and formulation is well discussed in this phase.In the fourth phase of this assignment assessed the implications of operating in different gross gross gross gross sales environment and contexts. Its well evaluated by pointing realistic examples from the current business environment, and assessing theories and techniques.ContentsTask 1Introduction on Sales and Operations PlanningSales and operations planning, sometimes known as aggregate planning, is a process where executive level management regularly meets and reviews projections for take on, supply and the resulting financial impact. hook is a decision making process that makes certain that tactical plans in every busines s area are in line with the general view of the companys business plan. The overall result of the fleece process is that a single operating plan is created that identifies the allocation of company resources, including time, money and employees.Sales and operations planning is an integrated business management process through which the executive/leadership team continually achieves focus, alignment and synchronization among all functions of the organization. The SOP plan complicates an updated sales plan, fruition plan, parentage plan, client lead time (backlog) plan, new product development plan, strategic initiative plan and resulting financial plan. Plan frequency and planning horizon estimate on the particularizeds of the industry. Short product life cycles and high demand volatility require a tighter SOP planning as steadily consumed products. Done well, the SOP process also enables effective supply chain management.A properly implemented Sales and operations planning pr ocess routinely reviews guest demand and supply resources and re-plan quantitatively across an agreed rolling horizon. The re-planning process focuses on changes from the previously agreed sales and operations plan. While it helps the management team to understand how the company achieved its current level of performance, its primary focus is on future actions and anticipated results. Companies that have an integrated business management process use the SOP process to monitor the execution of the companys strategies.Main Elements of Communication Mix.Marketing Communication Mix is the Promotion of the Marketing Ps and covers every method and medium of dialogue with your target audience. In many ways, the marketing communication mix is the heart of the marketing strategy around which everything else in sales and marketing is predicated. If business consists of creating abide by and creating customers, Marketing Communication covers exactly how you are going to create customer b y taking your hold dear substance to the market.Advertising Any paying(a) form of nonperson presentation and promotion of ideas, goods, or services by an set sponsor.Personal selling Personal presentation by the firms sales force for the purpose of making sales and building customer relationships.Sales promotion Short-term incentives to kick upstairs the purchase or sale of a product or service.Public relations Building good relationships with the companys miscellaneous publics by obtaining favorable publicity, building up a good corporate image, and handling or heading off unfavorable rumors, stories, and events. aim marketing Direct communications with carefully targeted individual consumers to obtain an immediate response and cultivate lasting customer relationships.(http//marketingteacher.com/lesson-store/lesson-personal-selling.html)AdvertisingThis is the bay window media method of marketing communication and provides expo true to the largest, most geographically di spersed audience at the lowest cost per head. That being said, advertising costs can add up quickly with mediums like television, radio and even online advertising which can be prohibitively expensive for many businesses.Other traditional forms of paid advertising include newspapers and magazines, the Yellow Pages, billboards, signs and posters. As well, advertising on buses, benches, gas pumps and even public restrooms is in vogue today. Basically, any medium which provides an opportunity to target eyes and/or ears can be a venue for advertising and you can see examples of successful promotion in the most unlikely places.Direct MarketingThis marketing communication competency enables companies to discover out directly to consumers without intermediary channels such as those required for advertising. This portion of the marketing communication process includes direct mail, catalogs, coupons and inserts, telemarketing, online marketing and television infomercials. Done correctly, D irect Marketing is extremely effective in the long run and allows for a targeted marketing approach to specific consumers to create valuable lasting relationships.Direct Marketing is the marketing communication method that enables companies to interact with a relatively large number of customers and encourage a call to action or most wanted response which is usually a purchase. The downside of Direct Marketing is that it is usually unsolicited and seen as a nuisance by the general public. Telemarketing, e-mail spamming and junk mail are universally despised and so Direct Marketing tools should be used with opinion and caution.Personal SellingThis is the most dreaded as well as the most expensive of all methods in the marketing communication process. However, if you are a small business owner or otherwise have the ability to personally sell and build relationships with customers, it can be one of the most recognize aspects of the marketing process, both personally and headmasterly .Just as with traditional marketing, successful selling begins and ends with the customer. The whole objective is to ascertain needs and create the best event for customers. Along the way you build relationships and continue to gather information about how you can better serve customers which is your reason for being in business in the first place.Sales and marketing are fundamental to the survival of any business and both involve creating customers for the business treasure you have created. The former targets one person (or entity) whereas the latter targets many. Both engage, inform and persuade through a variety of communicational tools. Aligning both allow for increase your success disregarding of conditions. Successful sales and successful marketing both begin with an attitude and that attitude is customers firstPublic RelationsThis refers to how you handle your relationships and the flow of information with your various publics or the people who have a stake in or are aff ected by your business. This includes the general public, consumers, shareholders, employees, partners, competitors and the government.PR becomes a more and more crucial element of the marketing communication mix as a business or organization grows larger. That being said, it is still a vital agent of the marketing communication process to think about for smaller businesses as well. PR tools include press and media releases, lobbying, charitable and public events, advertorials, financial reports, promotional collateral, preparedness tours, sponsorships, interviews and any other method for the promotion of a positive image to people.Being people conscious starts with the individual and carries through to the organization. at a time again, people misdirect from people at the end of the day and the most successful people and organizations are those that benefit other people the most. As with many facets of sales and marketing, PR also has a good and bad side.The good side of PR is fostering socially conscious business practices whereas the bad side is epitomized in sable political lobbying, spin doctors and so forth that divert from the truth as opposed to promote it. Suffice it to say that in todays connected world, more than ever, any sized organization needs to be cognizant that it operates within the larger framework of society and has corresponding responsibilities.Sales PromotionThis is the last traditional component of the marketing communication mix that is discussed here as part of the marketing communication process. Sales promotion simply refers to purchase incentives that you provide your customer with. These can assume a number of forms including offering free goods or services, coupons and vouchers, gifts and prizes, discounts, samples, financial incentives, charitable promotions and any other value-add over and above your standard product or services.Sales Promotions are generally short-lived, one off incentives intended to provide consumers w ith that last push to buy. The main takeaway is that regardless of the size and type of your business, you should continually look at ways in which to create additional value for customers. Your customers provide appreciate it and, in facts, customers have been shown to pay premium prices for real value and real service.Role of Personal Selling on my Selected OrganizationPersonal selling is all about Delivery of a specially designed message to a anticipation by a seller, usually in the form of face-to-face communication, personal correspondence, or a personal telephone conversation. Unlike advertising, a personal sales message can be more specifically targeted to individual prospects and easily altered if the desired behavior does not occur. Personal selling, however, is far more costly than advertising and is generally used only when its high expenditure can be justified. For example, the marketing of a sophisticated computer brass may require the use of personal selling, while the introduction of a new product to millions of consumers would not. Two other forms of personal selling that are not used with high-end products are door-to-door selling and home demonstration parties. These two personal selling methods are primarily used for personal care products, cosmetics, cookware, encyclopedias, books, toys, food, and other items of special interest to homemakers. Ideally, personal selling should be supported by advertising to strengthen its impact.(http//www.davedolak.com/promix.htm)Buyer behavior in relation with personal sellingIf a marketer can identify consumer buyer behavior, he or she will be in a better position to target products and services at them. Buyer behavior is focused upon the needs of individuals, groups and organizations.It is distinguished to understand the relevance of human needs to buyer behavior (remember, marketing is about refreshing needs)Lets look at human motivations as introduced by Abraham Maslow by his hierarchy of needs Th e hierarchy is triangular. This is because as you move up it, fewer and fewer people satisfy higher level needs. We begin at the bottom level.Physiological needs such as food, air, water, heat, and the basic necessities of survival need to be satisfied. At the level of safety, man has a place to live that protects him from the elements and predators. At the third level we meet our social and belongingness needs i.e. we marry, or join groups of friends, etc.The nett two levels are esteem and self-actualisation. Fewer people satisfy the higher level needs. Esteem means that you achieve something that makes you recognised and gives personal satisfaction, for example opus a book. Self-actualisation is achieved by few. Here a person is one of a small number to actually do something. For example, Neil Armstrong self-actualised as the first person to reach the Moon.The model is a little simplistic but introduces the concept a differing consumer needs quite well.(http//tutor2u.net/busines s/marketing/ buy_stimulus_model.asp)In the above model, marketing and other stimuli enter the customers black box and produce certain responses.Marketing management must try to work out what goes on the in the intelligence of the customer the black box.The Buyers characteristics influence how he or she perceives the stimuli the decision-making process determines what buying behavior is undertaken.Union internationalistic Accessories (Pvt) LtdUnion International Accessories (Pvt) Ltd has been in the primp accessories business since 1993 in collaboration with M. Y. Company in Hong Kong. Together they have earned a reputation of being a reliable supplier of the highest quality of all kinds of garment accessories. Union International supply all kinds of regular items such as zippers, buttons, threads, elastics, webbings, draw-codes, stoppers, buckles, eyelets, fashion belts etc, to more sophisticated trims such as rhinestones, rhinestuds, motifs, sequin patches, glitter belts, pen cil eraser badges, heat transfer glass beads and so on. Union International work directly with as many as five zipper plants in the World. This gives us the edge over many of our competitors placing us in a very strong position to offer better and faster deliveries for any type of original zippers that is required by our customer.Union International have an extensive customer base in Sri Lanka and other countries such as India, Bangladesh, Nepal, United Arab Emirates, Bahrain, Qatar, Egypt, Jordan, USA, UK, Kenya, Madagascar, Mauritius, Hong Kong, Indonesia, Vietnam and Malaysia. We have developed and built a strong lasting business relationship with all our customers through our dedicated, conscientious, reliable and personalized service rendered throughout the years. Some reputable names our customers process orders for include Wal-Mart, Gap, Tesco, London Fog, Primark, Debenhams, Marks and Spencers, Abercombie and Fitch, Liz Clairborne, Dillards, Ralph Lauren, May Department, Co lumbia, Target Stores and so on(http//www.union-myco.com/contact_us.html)B2B SellingB2B is contemporary shorthand for a longtime sales practice called business-to-business. B2B transactions primarily target companies and other wholesale buyers, while transactions targeting individuals are called B2C, or business-to-customer. Many organizations have both B2B and B2C components, but its not unusual for a company to specialize in B2B services or sales. In fact, the vast majority of products and services sold are considered to be B2B in nature.Union International is in garment Accessories based business and most of the time the organization deal with the Garment Factories by proviso them the accessories which needed to muster out the final exam garment product. 99% of Union internationals business is to the manufactures, not to the final Customers.One major reason for the popularity of B2B sales and services is sheer volume. An individual customer may visit a attire makers website c atalog and order two pairs of shoes or a sweater. The buyer for a national chain of clothing stores, however, may order 5,000 pairs of shoes and 2,000 sweaters. Without a B2B component, the manufacturer would have lost out on a very lucrative sale. This is why many companies provide B2B options alongside the B2C offerings at their websites and other outlets.B2B sales are also generated by providing a specialized product line or service not available to the general public. This form of B2B transaction is very common in the manufacturing world. A company which produces shaving cream in cans, for example, may need a specific plastic nozzle. Several plastic injection molding companies would send sales representatives to pitch their particular designs. These nozzles would be useless for individual customers, but a manufacturer may order thousands of them.Union International is in garment Accessories based business and most of the time the organization deal with the Garment Factories by s upplying them the accessories which needed to complete the final garment product. 99% of Union internationals business is to the manufactures, not to the final CustomersB2B Focus onRelationship drivenMaximize the value of the relationshipSmall, focused target marketMulti-step buying process, longer sales cycleBrand identity created on personal relationshipEducational and cognisance building activitiesRational buying decision based on business valueB2C SellingB2C. A transaction that occurs between a company and a consumer, as opposed to a transaction between companies (called B2B). The term may also describe a company that provides goods or services for consumers.Union International does is business only to Manufactures but not to customers directly.Product drivenMaximize the value of the transactionLarge target marketSingle step buying process, shorter sales cycleBrand identity created through repetition and imageryMerchandising and point of purchase activitiesEmotional buying deci sion based on status, desire, or priceThe personal selling process consists of the following steps1) ProspectingProspecting refers to identifying and developing a list of potential clients. Sales people can seek the names of prospects from a variety of sources including trade shows, commercially-available databases or mail lists, company sales records and in-house databases, website registrations, public records, referrals, directories and a wide variety of other sources. Prospecting activities should be structured so that they identify only potential clients who fit the profile and are able, willing and authorized to buy the product or service.This activity is greatly deepen today using websites with specially-coded pages optimized with key words so that prospects may easily find you when they search the web for certain key words related to your offering. Once prospecting is underway, it then is up to the sales professional to qualify those prospects to further identify likely cus tomers and screen out poor leads. Modern websites can go along way in not only identifying potential prospects but also starting this qualification process.2) Pre-approachBefore engaging in the actual personal selling process, sales professionals first analyze all the information they have available to them about a prospect to understand as much about the prospect as possible. During the Pre-approach phase of the personal selling process, sales professionals try to understand the prospects current needs, current use of brands and feelings about all available brands, as well as identify key decision makers, review account histories (if any), assess product needs, plan/create a sales presentation to address the identified and likely concerns of the prospect, and set call objectives. The sales professional also develops a preliminary overall strategy for the sales process during this phase, keeping in mind that the strategy may have to be refined as he or she learns more about the pros pect.3) ApproachThe approach is the actual contact the sales professional has with the prospect. This is the point of the selling process where the sales professional meets and greets the prospect, provides an introduction, establishes rapport that sets the foundation of the relationship, and asks open-ended questions to learn more about the prospect and his or her needs.4) devising the PresentationDuring the presentation portion of the selling process, the sales professional tells that product story in a way that speaks directly to the identified needs and wants of the prospect. A highly customized presentation is the key component of this step. At this point in the process, prospects are often allowed to hold and/or inspect the product and the sales professional may also actually demonstrate the product. Audio visual presentations and/or slide presentations may be incorporated at this stage and this is usually when sales brochures or booklets are presented to the prospect. Sales professionals should strive to let the prospect do most of the talking during the presentation and address the needs of the prospect as fully as possible by showing that he or she truly understands and cares about the needs of the prospect.5) Overcoming ObjectionsProfessional sales people seek out prospects objections in order to try to address and overcome them. When prospects offer objections, it often signals that they need and want to hear more in order to make a fully-informed decision. If objections are not uncovered and identified, then sales professionals cannot effectively manage them. Uncovering objections, asking clarifying questions, and overcoming objections is a critical part of evolveing for professional sellers and is a skill area that must be continually developed because there will always be objections. Trust me when I tell you that as in brief as a sales professional finds a way to successfully handle all his or her prospects objections, some prospect will find a new, unanticipated objection if for no other reason than to test the mettle of the sales person.6) Closing the SaleAlthough technically closing a sale happens when products or services are delivered to the customers satisfaction and payment is received, for the purposes of our discussion I will define closing as asking for the order and adequately addressing any final objections or obstacles. There are many closing techniques as well as many ways to ask trial closing questions. A sweep question might take the form of, Now that Ive addressed your concerns, what other questions do you have that might impact your decision to purchase? Closing does not always mean that the sales professional literally asks for the order, it could be asking the prospect how many they would like, what color they would prefer, when they would like to take delivery, etc. Too many sales professions are either weak or too aggressive when it comes to closing. If you are closing a sale, be sure to ask for th e order. If the prospect gives an behave other than yes, it may be a good opportunity to identify new objections and continue selling.7) Follow-upFollow-up is an often overlooked but important part of the selling process. After an order is received, it is in the best interest of everyone involved for the sales person to follow-up with the prospect to make sure the product was received in the proper condition, at the remediate time, installed properly, proper training delivered, and that the entire process was acceptable to the customer. This is a critical step in creating customer satisfaction and building long-term relationships with customers. If the customer experienced any problems whatsoever, the sales professional can intervene and become a customer advocate to batten 100% satisfaction. Diligent follow-up can also lead to uncovering new needs, additional purchases, and also referrals and testimonials which can be used as sales tools.Impact on Personal SellingTASK 2Task 3Sal es manager Job description and activitiesSales managers organize, motivate and lead sales teams in a wide range of sectors, including pharmaceuticals, fast moving consumer goods (FMCGs) and finance. They are responsible for the combined performance of the team and for ensuring that everyone within their team reaches their targets. They may set the targets themselves or receive them from the sales director. They may also operate incentive schemes that motivate members of their team to reach or exceed sales targets.Typically, sales managers direct a companys sales program. They assign sales territories, set goals, and establish training programs for their sales representatives. Sales managers may also advise their sales representatives on ways to improve their sales performance achieve goals and obtain expected quotas.Whilst management structures vary significantly between companies and sectors, most sales managers will be responsible either for specific geographical areas (area sales managers) and/or particular products, or for specific types of customer.Sales managers will usually be responsible forrecruiting and training sales staffsupervising, motivating and monitoring team performance allocating areas to sales executivessetting budgets/targetsliaising with other line managersreporting back to senior managersliaising with customers (which may include actual selling)maintaining detailed knowledge of the companys products or servicesKeeping abreast of what competitors are doing.Depending on the culture of the company and level of seniority within it, sales managers may also be involved with product development, identification of new business opportunities and the development of marketing strategies.(http//ww2.prospects.ac.uk/p/types_of_job/sales_manager_job_description.jsp)Expected Tasks form a Sales manager in a Organizations Point of viewSingle point of contact In fact, the sales manager is the single point of contact for all the salesmen when it comes to an y questions and queries about the product or the company.Team leader The sales manager can generally be termed as the team leader for the sales team and should have all the qualities that a team leader would have.Team person The sales manager should be a team person, who understands any differences that work in his or her team and work towards solving them in an amicable and quick manner.Strong sales background Other than these internal qualities, the sales manager should have a strong sales background and should be able to lead his or team from the front with their sales expertise and talents.Hiring the new sales executives The sales manager is also expected to hire the new sales executives. Therefore, the sales manager should be experienced and equipped enough to judge a person whether they can be good in sales or not. The one issue with sales is that sales is an inborn quality. Of course, having a business judiciary does help, but still, some people just have it in them to sell a product. As a sales manager, you should know how to recognize that.Sales manager QualitiesSales management is one of the most challenging balancing acts in all the business world. Good sales management is worth its weight in gold. To fully view the valuable products of good sales management, one must go beyond the high gross figures and stout net profits being rung up at the register.Good sales management is also marked by a sales force which is flourishing and prospering, and a customer base which is satisfied beyond expectation. When a sales force has a good sales manager, they not only produce well and stably, but they tend to stay loyal and stay long.What are the distinguishing qualities of good sales management? A good sales manager motivates and leads the sales force, while at the similar time seeing to it that the goals and purposes of the sales organization and its ownership are being met. Sales management at its best executes command intention, when he sees that the ma rching orders will indeed produce the effects that ownership and management intend it to, and queries the orders when he considers that those orders would actually get in the way of their own goals.A good sales manager commands with authority, but in a way that draws respect rather than contempt. A good sales manager corrects poor attitude with skill and understanding, at the level of firmness required by the circumstances at hand. A good sales manager continues to become more and more expert on the theory and application of all five steps of a sale, as detailed in the book, HOW TO SELL Clear and Simple, and guides his sales force in the successful use of these steps. A good sales manager effectively uses his knowledge of the five-step procedure as his primary tool for improve poor performance. And a good sales manager sets real, though challenging goals and then does everything necessary to assist all concerned to reach and exceed those goals.If a salesman were ambitious and was l ooking for one of the most demanding, and most rewarding challenges in the world of business, he would do well to aspire to become a part of sales management.(http//www.evancarmichael.com/Sales/452/What-Makes-a-Great-Sales-Manager.html) push down disturbance by hiring smart instead of often.Establish compensation plans that drive sales and profits.Develop sales systems that facilitate consistent sales results.Coach and train your sales team toward service-minded selling.Provide motivation, recognition and accountability.Increase sales and profits to the type of customer you prefer.Relieve you from sales management responsibility.Human resource functions Handled by Sales ManagerThe sales manager is also responsible for some of the functions handled by the Human resource as the sales manager is the person who will be working with the selected employee so he will make sure that he also takes part in each function and make sure no mistake is made and below are some functions which the sales manager will involve in the HR handlesRecruitment and selectionEmploying the right person has the potential to, in the long run, save you thousands of dollars. Clearly the right initial choice will save money by reducing turnover but there are many other costs involved, some less quantifiable than others. Most sales managers agree that they cannot afford even one non-productive team member, yet most managers have their own horror stories regarding troublesome or struggling employees. This highlights the importance of recruitment and selection of sales people. Various practices can and should be employed to best avoid the unenviable situation of having hired the wrong person for the job. Eg Company Union International Accessories used to involve the sales manger when recruiting and selecting the person inorder to make surer that he has the right person in his teamMotivationIn motivating people only the HR cannot take its own decision as the sales managers involvement will be ve ry important in this function as he knows very well how each employee had been working and who the appropriate person to be promoted is. In case this decision is taken only by the HR it might not be accurate so to avoid such problems the sales manager will be involved in this function. Eg the sales manager of Union International Accessories is involved when any motivation program organized by HR to make sure there is no mistake in the decisio