Qualities necessary for a good sales manager. Professional qualities of a sales manager. What is the best place to start

Introduction

1. Characteristics of a sales manager

2.1 Why employees do not want to work actively

2.2 How to get managers to sell

2.3 How to get sales managers to work actively

Conclusion

List of used literature

Introduction

Today, up to 25% of vacancies in the labor market belong to sales specialists. It is they who meet customers, provide them with services. Sales managers have the greatest responsibility for the image and success of the firm. Every minute, every second, thousands of tons of goods are sold in the world, transactions for services are concluded and millions of papers are processed. All this requires a huge army of consultants, sales and advertising agents, sales managers. They do their hard work so that at the right time, in a convenient place, you can buy everything you need. This is not an easy job and it requires serious vocational training and, if you like, talent.

We are accustomed to the abundance of goods on store shelves, to the offer of many services, and we perceive this as the norm of life. In such conditions, the work of a sales manager requires a special approach, knowledge of psychology and becomes of particular importance.

So what are the requirements of employers to the sales manager?

We will try to find out the answer to this question in this work.

1.1 Professional qualities highlighted by experts

A professional sales manager during the presentation of a product must not only sell the product itself, but also demonstrate the professionalism and advantages of the company he represents. Of course, he must know how to find an approach to each client, because it is impossible to sell the same product to different clients, presenting it the same way. Therefore, a professional sales manager must know and be able to use various sales techniques. Elena Ivanova, IT/Telecom HR Consultant of Empire Kadrov: “The ideal candidate for the position of a sales manager must have successful sales experience and a thorough knowledge of their core market, main suppliers and all potential clients. Also, an ideal sales manager should be able to competently negotiate, find and establish contacts with new customers, as well as engage in after-sales customer management, i.e. support with them business relationship. Sales manager in the field information technologies must, of course, know his product and be able to explain to the buyer its merits, advantages and necessity.

It is considered ideal that a candidate for the position of a sales manager has his own client base, of course, in the area with which he may have to work, as well as the presence of commercial connections and other business contacts. The basic requirements for sales professionals are pretty standard for every line of business. Because the higher education By profession, a sales manager did not exist in our country until recently, employers mainly value a diploma from a technical university, ideally it should coincide with the profile of the company. Work experience of at least 2 years, although according to Vladimir Sukhanov, a HR consultant in the field of “ Construction business» of Express Personnel: “Given the specific rigidity and dynamism of the construction market in Russia, the ideal candidate for the position of a sales manager should have at least 3 years of work experience, provided that they were successful sales. This is because newcomers coming to construction companies as a sales manager, they spend the first six months only on mastering the market and products, then they begin to slowly but surely build connections, find customers and make sales. That is why it is not enough for a professional sales manager to have 1-2 years of work experience. For the same reason, candidates for the position of sales manager must have an assertive, firm character and be able to perfectly convince partners of the perfection of the products offered.

Foreign language requirements for sales managers usually depend on the employer. In general, knowledge of the English language is mandatory only in Western companies, for Russian employers, knowledge of a foreign language is required depending on the scope of the company. As Andrey Skavronsky, HR consultant in the field of Oil and Gas of the Empire Kadrov company, says: “A sales manager for equipment in the oil and gas market must definitely know English language, since most customers and suppliers on Russian market in this area are foreign companies».

The personal qualities of an ideal candidate for the position of a sales manager practically do not differ in the areas of the company's activities, although each market area has its own characteristics. Mikhail Kuzmin, HR consultant in the field commercial real estate of Empire Kadrov: “A professional sales manager should be active and very sociable. The ideal sales manager can be easily distinguished by the twinkle in his eyes, genuine interest in the products and excellent motivation to work. He must also have a competent oral speech, and a presentable appearance, since he often has to communicate and negotiate with the first persons of client companies. According to Andrey Skavronsky: “A professional in the field of sales should be charged for success, have own motivation to achieve positive results in their work, as well as be able to win over their partners, feel the mood of the interlocutor. Also, the personal characteristics of an ideal sales manager include the gift of persuasion, charm, high communication skills and the ability to communicate with a client in any situation.

Sales managers are the most demanded position in any company. These are the people who make the profits of the company. No matter how wonderful products it produces, all its efforts will come to naught without customers. However, despite the fact that there are quite a lot of such specialists in the labor market, it can be quite difficult to find a true professional. The portrait of the ideal candidate for the position of sales manager is the benchmark that all employers and recruiters should look up to. modern business.

1.2 Characterization based on research

It is a well-known fact that a successful "salesperson", in addition to certain skills, must have certain competencies that guarantee the success of the activity.

Event Design conducted a study aimed at identifying these competencies and considering the requirements that leading, successful companies place on the personal and business qualities of specialists applying for the position of sales manager.

A sales manager is a specialist capable of initiating, organizing the sales process and influencing it in order to make a profit.

Purpose of the study: to make a profile core competencies"ideal" candidate for the position of "sales manager", reflecting the professional and personal-business qualities necessary for the effective implementation of the tasks assigned to him.

The results of the study showed that companies identify the following requirements for the personal and business qualities of a specialist applying for the position of "sales manager":

№	Name of quality	Number of elections (%)
1.	Communication	84
2.	Negotiation skill	61
3.	Activity, initiative	81
4.	discipline, organization	46
5.	A responsibility	44
6.	representativeness	22
7.	Focus on results	44
8.	diligence	16
9.	Loyalty	24
10.	Learnability	24
11.	Stress tolerance	20
12.	Dynamism	10
13.	Customer focus	6
14.	Flexibility in communication	4
15.	industriousness	8
16.	Creativity	6
17.	benevolence	10
18.	Teamwork skills	4
19.	Attentiveness	6
20.	A penchant for analysis	6
21.	Confidence	6
22.	Accuracy	4
23.	Decency	4
24.	Enterprise	2

After analyzing the data obtained, it is possible to draw up an “ideal” profile of the key competencies of a specialist for the position of “sales manager”:

№	Competence (criterion)	Description
1.	Sociability	- the ability to enter into contact, maintain it and complete it.
2.	Activity, initiative	- Ability to take initiative life position, the ability to influence the external environment
3.	Negotiation skill	- the ability and desire to achieve results based on mutual understanding in the process of direct business communication
4.	Focus on results	- the ability to make efforts and remain active to achieve the goals and objectives.
5.	Flexibility in communication	- the ability to adequately use a variety of communication tools in various situations.
6.	A responsibility	- the ability to accept responsibility ("internal locus of control"). Ability to make decisions independently and take responsibility for their implementation. The ability to realize and accept one's own guilt in case of an incorrectly made decision.
7.	Learnability	- ability to learn, openness to new information. Ability to apply, use existing knowledge and experience in other conditions.
8.	Dynamism	- a property of thinking, reflecting the speed of perception, processing and reproduction of information.
9.	Loyalty	- the ability to accept and share the goals and values of the company as one's own.
10.	Customer focus	- the ability to understand the needs of the client and strive to satisfy them.
11.	representativeness	- the ability to win over in the process of communication.
12.	Stress tolerance	- the ability to withstand great emotional stress, the ability to recover from a stressful situation and maintain efficiency.
13.	diligence	- willingness to accept and implement tasks
14.	Discipline and organization	- the ability and desire to act in accordance with the rules within a certain competence and authority, to fulfill the specified conditions and requirements.

2. Motivation of sales managers

Motivation of sales managers, or how to make them work?

Essential Qualities of a Sales Manager without fail should allow him to be able to successfully present the product to customers, have them in a positive dialogue, and also demonstrate the main advantages of beneficial cooperation with the company.

1) Activity, initiative.
2) Analytical mindset.
3) Communication skills.
4) Stress resistance.
5) Ability to negotiate.
6) Mastery of various sales techniques.
7) Ability to maintain contact with the client during the entire period of cooperation.
8) The ability to quickly establish contact with customers.
9) Knowledge of all the characteristics of the product, as well as the ability to communicate information about its main advantages in an accessible way.
10) Competent speech.
11) Charm.
12) Presentable appearance.
13) Broad-minded.
14) Ability to find a personal approach to clients.
15) Ability to resolve possible conflicts.
16) Personal interest in sales volumes.
17) Work experience, it is best if it is in a related field.
18) Excellent knowledge of sales theory.
19) Complex personal qualities.
20) Knowledge of the market, own customer base, established contacts.

Activity, initiative. Constant negotiations, meetings. It will be extremely difficult for a passive-minded person in this job. You can draw some analogy: "who is the first - that and slippers."

Communication skills (sociability, ability to listen). The job of a manager requires constant acquaintance and communication with new people (clients). Therefore, it is very important to be able to win over a person, for this you need to understand a person. But it is also important to remember regular customers, with them it is also required to maintain business relations. Quite often, in a highly competitive market, sales are made through a personal relationship between the purveyor and the manager. It's always nice to work with someone who can carry on a conversation.

Analytic mind. Analyze competitors, analyze customer, analyze own work. The manager must clearly understand the specifics of the product being sold, the differences from a competitor, and why it is more profitable to buy from him than from a competitor.

Stress tolerance. Sometimes the work of a manager is associated with rudeness, with nervous tension. By dialing a client's phone, you burst into his life, most of them are not happy with this, so quite often you have to deal with outright rudeness and irritability.

Willingness to take responsibility. On the one hand, the sales manager has nothing to do with product quality or delivery time. But in the end, if the quality is not satisfactory, the delivery time is broken, it is the manager who is responsible to the client.

Increased performance. There is an opinion that sales managers do nothing, but only take orders, draw up documents. In fact, the manager works, and the contributions of many forces work.

Do you want to become a sales manager? This is a promising and well-paid profession, which is in demand even in times of crisis. In Russia, there is an acute shortage of experienced salespeople - smart specialists quickly break into the top and earn huge sums on large contracts. Let's look at what qualities a sales manager should have, how he works and who can master this profession.

About the profession

Who is called a sales manager and what should this person do? In his functional responsibilities includes everything related to trading activities. He sells goods / services and brings profit to the company. This person should be able to communicate with people, to interest them, to tell everything about the product, to conduct presentations, to close deals and to monitor their implementation.

The sales manager ensures the profit of the entire company

Who can become a salesperson? Almost any person who sets himself such a goal. What are the requirements for applicants? Serious enough. Almost all companies that are looking for salespeople require them to have a college degree.

Note: in Russia, not a single university trains sales specialists. Therefore, managers usually have a diploma of psychologists, commodity experts, personnel management specialists, etc.

What other requirements are put forward for these specialists?

Broad outlook. He will trade various goods Therefore, he must be well versed in his field. The specialist will need to tell people why they need this product, answer their questions, understand the terminology in narrow areas, etc.
High level of culture. The salesperson's speech should be clean, without constant interjections and introductory words.
The ability to understand people. A good salesperson literally from the first phrases already understands how to properly “process” a person and interest him.
Salesmanship. This is a very important skill that implies permanent attraction new clients to your company.
Market knowledge. The specialist must understand the prospects of the market, be able to use them, feel new trends and respond to them in a timely manner.
Possess planning and time management skills. The salesperson must keep in mind thousands of little things and contracts with customers, control the progress of transactions, remember what he promised to whom. To do this, a person must have high stress resistance and the ability to get out of conflicts.

Posted On 01/30/2018

Introduction

1. Characteristics of a sales manager

1.1 Professional quality allocated by experts

1.2 Characterization based on research

2. Motivation of sales managers

2.1 Why employees do not want to work actively

2.2 How to get managers to sell

2.3 How to get sales managers to work actively

Conclusion

List of used literature

So what are the requirements of employers to the sales manager?

We will try to find out the answer to this question in this work.

1. Characteristics of a sales manager

1.1 Professional qualities highlighted by experts

A professional sales manager during the presentation of a product must not only sell the product itself, but also demonstrate the professionalism and advantages of the company he represents. Of course, he must know how to find an approach to each client, because it is impossible to sell the same product to different clients, presenting it the same way. Therefore, a professional sales manager must know and be able to use various sales techniques. Elena Ivanova, IT/Telecom HR Consultant at Imperia Kadrov: “An ideal candidate for the position of a sales manager must have successful sales experience and a thorough knowledge of their core market, main suppliers and all potential customers. Also, an ideal sales manager should be able to competently negotiate, find and establish contacts with new customers, as well as engage in after-sales customer management, i.e. maintain business relations with them. A sales manager in the field of information technology must, of course, know his product and be able to explain to the buyer its merits, advantages and necessity.

It is considered ideal that a candidate for the position of a sales manager has his own client base, of course, in the area with which he may have to work, as well as the presence of commercial connections and other business contacts. The basic requirements for sales professionals are pretty standard for every line of business. Since there was no higher education by profession as a sales manager in our country until recently, employers generally value a diploma from a technical university, ideally it should coincide with the profile of the company. At least 2 years of experience, although as Vladimir Sukhanov, HR consultant in the construction business of Express-Personal, says: “Given the specific rigidity and dynamism of the construction market in Russia, the ideal candidate for the position of sales manager should have at least 3 years of work experience, provided that these were successful sales. This is explained by the fact that newcomers who come to construction companies as a sales manager spend the first six months only on mastering the market and products, then they begin to slowly but surely develop contacts, find customers and make sales. That is why it is not enough for a professional sales manager to have 1-2 years of work experience. For the same reason, candidates for the position of sales manager must have an assertive, firm character and be able to perfectly convince partners of the perfection of the products offered.

Foreign language requirements for sales managers usually depend on the employer.

Professional qualities of a sales manager (p. 1 of 3)

Basically, knowledge of English is mandatory only in Western companies, while for Russian employers, knowledge of a foreign language is required depending on the scope of the company. As Andrey Skavronsky, HR consultant in the field of Oil and Gas of Imperia Kadrov, says: “A sales manager for equipment in the oil and gas market must know English, since most customers and suppliers in the Russian market in this area are foreign companies” .

The personal qualities of an ideal candidate for the position of a sales manager practically do not differ in the areas of the company's activities, although each market area has its own characteristics. Mikhail Kuzmin, HR consultant in the field of commercial real estate of Imperia Kadrov: “A professional sales manager should be active and very sociable. The ideal sales manager can be easily distinguished by the twinkle in his eyes, genuine interest in the products and excellent motivation to work. He must also have a competent oral speech, and a presentable appearance, since he often has to communicate and negotiate with the first persons of client companies. According to Andrey Skavronsky: “A professional in the field of sales should be charged with success, have his own motivation to achieve positive results in his work, and also be able to win over his partners, feel the mood of the interlocutor.” Also, the personal characteristics of an ideal sales manager include the gift of persuasion, charm, high communication skills and the ability to communicate with a client in any situation.

Sales managers are the most demanded position in any company. These are the people who make the profits of the company. No matter how wonderful products it produces, all its efforts will come to naught without customers. However, despite the fact that there are quite a lot of such specialists in the labor market, it can be quite difficult to find a true professional. The portrait of the ideal candidate for the position of sales manager is the benchmark by which all employers and recruiters of today's business should measure themselves.

1.2 Characterization based on research

It is a well-known fact that a successful "salesperson", in addition to certain skills, must have certain competencies that guarantee the success of the activity.

A sales manager is a specialist capable of initiating, organizing the sales process and influencing it in order to make a profit.

The purpose of the study: to create a profile of the key competencies of the "ideal" candidate for the position of "sales manager", reflecting the professional and personal-business qualities necessary for the effective implementation of the tasks assigned to him.

The results of the study showed that companies identify the following requirements for the personal and business qualities of a specialist applying for the position of "sales manager":

After analyzing the data obtained, it is possible to draw up an “ideal” profile of the key competencies of a specialist for the position of “sales manager”:

2. Motivation of sales managers

Motivation of sales managers, or how to make them work?

What should be a specialist

Module 3. Compositional and semantic organization of a scientific text.

Topic 3. Taking notes as a creative process.

Purpose: to give an idea about the abstract, quotations, to teach how to draw up abstracts by specialty; familiarize yourself with the rules for quoting.

Drawing up different types of abstracts. General requirements for cited material. Basic rules for quoting.

Questions.

1. The concept of abstracts. Their types.

2. Basic rules for quoting. General requirements for cited material.

The most perfect form of recording in the process of independent work with a book is abstract.

The abstract requires active thinking, a creative attitude to the issues being studied. The summary includes other forms of writing: plan, theses.

By volume of sources abstracts stand out short, detailed and mixed.

For brief, only general provisions are selected; the detailed one includes their proofs, explanations, illustrations; mixed involves a combination of both methods.

According to the form of the transmitted information abstracts stand out textual and free.

When working on a textual summary, it is necessary to find a textual answer to the question posed in the text being studied. Free ones suggest writing the text in their own words, stopping only at the main point.

By the number of processed sources abstracts are monographic(compiled from one source), free(survey) and thematic ( from several sources on the same topic).

Drawing up a summary involves the following steps:

1. repeated reading of the text, drawing up questions and answers to them;

2. semantic analysis of the text, the result of which is the understanding of the text;

3. drawing up a plan-program for the future abstract;

4. selection of the necessary information;

5. reformulation of the selected information into a more capacious form;

6. record reformulated information.

Quotes- verbatim extracts - exact excerpts from the text. The ability to make extracts is the basis for working on any book: educational, scientific, artistic.

The quoted text should be given in quotation marks, exactly according to the quoted text, in the grammatical form in which it is given in the source.

The citation must be complete, without distorting the author's thoughts. When quoting, it is not allowed to combine in one quotation passages taken from different places. Each such passage should be presented as a separate quotation. When citing, each quotation must be accompanied by an indication (link) to the source (in the bibliographic reference, the following are indicated: the author, surname and initials, title of the cited work, place of publication, publisher, year of publication and page (abbreviated With.)).

Basic rules for quoting.

A quotation as an independent sentence must begin with an uppercase letter, even if the first word in the source begins with a lowercase letter.

A quotation included in the text after a subordinating conjunction is enclosed in quotation marks and is written with a lowercase letter, even if it begins with an uppercase letter in the source.

A quotation placed after a colon begins with a lowercase letter if the first word of the quotation in the source began with a lowercase letter (in this case, an ellipsis must be placed before the quoted text), and with an uppercase letter if the first word of the quotation in the source began with an uppercase letter (in this case case, the ellipsis is not placed before the quoted text).

Quotations retain the same punctuation marks as in the quoted text.

Exercise 1. Read the text.

Outline the text (group 1 - short summary, 2 - free, 3 - textual, 4 - thematic). Express your attitude to the requirements for specialists at the present time.

What should be a specialist

The scientific and technological revolution (STR) makes very high demands on the level of personnel training. These requirements can be summarized in a few key points.

First position. The specialist must be at the level of modern scientific knowledge. And what should he be able to do in order to be at the level of modern scientific knowledge? To do this, the specialist must independently and systematically replenish his knowledge.

Second position. The specialist must have fundamental general theoretical training. Why does a specialist need fundamental general theoretical training? Fundamental general theoretical training will allow him to work more effectively in his field. And if necessary, such training will help the specialist quickly retrain, that is, acquire another qualification.

The third provision is related to the level of training of personnel. The specialist must be a creative worker. What does it mean to be a creative worker? A creative worker skillfully manages highly developed production, is an active participant in the scientific and technological revolution. A creative worker does everything consciously, with conviction. He clearly sees the goals and prospects for the development of the industry. The creative worker also sees more lofty goals and prospects for the development of the economy of our country as a whole.

Why do we say that the requirements that are currently imposed on the level of training of specialists are high? These requirements are high, because specialists must actively participate in accelerating the socio-economic development of the country, in improving all aspects of society. Modern reality is characterized by a huge increase in the volume and complexity of scientific and technical information. In our time, the knowledge and professional skills of scientific and technical specialists are rapidly becoming obsolete. It is estimated that about 20% of an engineer's professional knowledge is updated annually. It is also calculated that in 10 years the level of an engineer's qualification becomes obsolete by 50%. It is interesting that professional knowledge and skills in a narrow specialty become obsolete the fastest. Fundamental knowledge becomes obsolete more slowly. But the least subject to aging is the creative ability to learn. Therefore, a specialist must constantly develop these abilities in himself. A specialist who does not independently replenish and update his knowledge will quickly fall behind the requirements of life. (According to A.P. Maksimenko.)

Task 2. Read the text and make a question, name, thesis plans for it.

What qualities should a successful sales manager have?

Make up complicated plan and write a short summary of the text based on it.

In terms of learning languages, people fall into four types. First type are those who love languages. For them, learning languages is not work, but joy. L yudi second type understand that without knowledge foreign language they do not achieve their goal, so they study it regularly. Third type- these are those who can study the language if there is a result. And finally fourth group- a boundless sea of people who are indifferent to languages and do not want to achieve anything.

So: people of the first type will succeed in learning languages under any circumstances. People of the fourth type will not achieve anything under any circumstances. Therefore, business advice is addressed to people of the second and third types.

First, there is no single, universal, "best" method for learning other languages. The method is always individual, specific, and its merits depend on specific conditions - who, what language is studying, what is the goal.

There is only one way to learn a language - by work. This method has been compared to playing musical instrument when it is not enough to understand musical notation, but you need to practice persistently and for many years.

One more thing. It is often said: "I really want to learn such and such a language, but there is not enough time." It's a lack of time, but a lack of discipline and willpower. For successful language learning, it is enough to spend half an hour a day, which is available to everyone, in order to have the willpower to withstand this regime. .

Task 3. Write the sentences in the following order:

a) direct speech;
b) indirect speech;
c) a sentence with introductory words;
d) individual words or phrases.

Which citation method is not presented in the exercise? How does punctuation in quoting differ from punctuation in different ways of conveying someone else's speech? What do they have in common?

1) Lomonosov called Magnitsky's arithmetic and Smotrytsky's grammar "the gates of his learning." 2) “Wisdom is the daughter of experience,” the great Italian artist, scientist and engineer of the Renaissance Leonardo da Vinci liked to say. 3) N. A. Dobrolyubov wrote that “ folk wisdom usually expressed aphoristically. 4) According to D. I. Pisarev, “we would be very smart and very happy people if many truths, which have already turned into proverbs or adorning alphabets and scripts, would cease to be dead and hackneyed phrases for us. 5) The Ukrainian poet T. G. Shevchenko advised: “Do not shy away from your own, but also learn from someone else, if it deserves it.”

Questions for self-control:

1) What is a synopsis?

2) What is the essence and purpose of the abstract?

3) How is a summary different from a plan?

4) What types of abstract can you name?

5) What stages of work does note taking include?

6) What is the sequence of actions when taking notes?

7) What is the role of the abstract in the process of perception and processing of scientific information?

8) What determines the structure of the abstract?

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The issues of determining the complex of knowledge, skills, personal and business qualities that managers should possess is given great attention.

Many scientists, representatives of various schools involved in the development of methods and forms of production management, have tried to formulate the basic requirements that an ideal manager must satisfy.

However, some experts doubt that it is practically possible to formulate such specific requirements. For example, the Polish prof. E. Starosciak believes that the requirements for the quality of managers cannot be the same under all conditions, but depend on the level of the environment in which the manager has to work. Justifying his opinion, E. Starosciak notes that in an environment with weak morals or a culturally primitive one, a manager can achieve success using methods that, under other conditions, could be called “rude”. In a cultured environment, the same organizer, using the same methods, may be frowned upon and his efforts not supported.

However, most experts still believe that it is impossible General requirements to managers to put in direct dependence on working conditions at the enterprises. After all, the working conditions in the process of development of the enterprise can and should change, and therefore, obviously, the manager needs to have the ability to change the methods and style of leadership, depending on the conditions that are created. This, in particular, is the ability of a manager to successfully manage production under any conditions. Consequently, according to many scientists, general requirements for knowledge, skills, business and personal qualities of managers can be formulated, but specific requirements, of course, will differ for managers of different levels.

Delimiting the concepts - knowledge, skill, business and personal qualities, you can roughly define the difference between them. Knowledge is for knowing what to do; skills and abilities make it possible to know how to do; business and personal qualities provide knowledge of the situation, its correct assessment, confidence in decision-making and energetic actions to implement the decisions made.

So, let's try to formulate general requirements for a modern manager. In order to competently manage production, a manager needs to have relevant knowledge in the field of technology, economics, organization of production and management for the position.

Knowledge should be not only theoretical, but also practical, obtained in the process of working in production. The total volume of the complex of theoretical and practical knowledge and the correspondence of knowledge in various fields of science and technology, economics, organization of production and management required for the implementation of qualified leadership depends on the management functions that the manager performs.

The larger the unit that the manager manages, the greater the general set of knowledge he must possess. The volume of knowledge necessary for a manager in various fields of science depends * on which section of production he manages. Yes, for leaders. technical services the most important is that they have deep technical knowledge, for shop managers - knowledge of the organization of production and management. However, both managers need to have sufficient economic knowledge.

Practice shows that not all even highly qualified specialists with relevant knowledge can successfully manage production. The manager needs to have organizational skills. After all, production management is primarily in the management of people, the team of the enterprise or its divisions.

A. Fayol's statements on this issue are interesting. The importance of various abilities (and, accordingly, knowledge) of managers for the implementation different kind he depicted the work in production graphically.

Graph of the abilities of managers to perform various types of work in production

A. Fayol believes that the higher the rank of a manager, the more important administrative abilities are for him. The role of technical abilities is thus reduced.

Most management experts agree with this point of view today.

Any most talented and efficient manager will not be able to succeed if he does not know how to properly organize and plan his work, combine operational management production with work on promising issues. The manager must have the ability to foresee the future, not to be satisfied with what has been achieved, to seek new opportunities and reserves, to constantly put before the team new tense, but real tasks for the development and improvement of production.

Operational management of production is the ability of a manager to quickly find and make a specific solution to various problems that constantly arise in the production process. A delay in solving current issues inevitably leads to disruption of the normal rhythm and progress of production.

Of great importance is the manager's ability to select his closest assistants, to clearly allocate the functions, duties and responsibilities of each of them, to provide them with the opportunity to independently resolve issues that arise in the course of production, while retaining operational control over the work of their links.

It is important for managers to know and understand people, the ability to correctly assess the abilities and individual characteristics of employees, listen to the opinions, advice and recommendations of team members, support their initiative and use it in practical work.

Organizational skills help managers create and maintain a solid, conscious discipline, without which production cannot work normally. Such discipline is created not by punishments, not by frequent replacement of subordinates, not by rudeness, but by fair exactingness, the ability to encourage people to work, upbringing, a good attitude towards people, and the personal example of a leader.

Sales Manager Skills

It is based on mutual respect between subordinates and the leader.

In turn, the organizational abilities of a manager are determined by a whole range of his business and personal qualities, his character, ability to perform managerial work and "external data".

Since it is very difficult to establish all the character traits that are important for a manager, let's try to name the main ones. These, probably, include independence of thinking, initiative, purposefulness. These character traits are to a certain extent determined by the age of the manager, which is proved by the results of numerous psychological research abroad.

For example, studies in the field of psychological susceptibility, conducted abroad, indicate that decisions are made most quickly by young people. However, the tendency to make decisions based on first impressions gradually disappears with age. The age of 45-60 years is the age for which the most balanced and independent judgments are characteristic, the most comprehensive preliminary assessment of the decision being made. Older age (but only as a rule, from which there may be individual exceptions) is characterized by a decrease in the quality of decisions made. At the same time, people who have reached this age gain a lot of experience. Therefore, such managers are most useful in positions of a deliberative type or in positions where particularly quick decision making is not required. Statistically, the thesis is confirmed that for most activities that require a certain systematic or endurance, people between the ages of 50 and 60 are most suitable. Many foreign firms use such data when developing requirements for a particular position and the nature of the work.

Success in the field of managerial work is largely determined by analytical skills, flexibility in dealing with people, as well as a responsible attitude to work, and entrepreneurial spirit. The abilities of each manager are best manifested in practical work. Only here you can check how he can use the available opportunities, overcome difficulties and achieve success.

The “external data” of a manager refers to such traits as tact, poise, self-control, etc. No less important are the individual qualities of a manager, such as honesty, decency, humanity, justice, etc. These personal qualities of a manager will help him gain authority both among his subordinates and among the entire team of the enterprise, and the presence of authority is the first and most important condition for the successful management of the enterprise.

Considering the formulated requirements, when considering a candidate for the position of a manager of any rank, one should try to answer the following questions:

Does the applicant have sufficient theoretical background for the position to which he is nominated: technical, economic knowledge and general development?
Does he have enough experience practical work in this industry, in what positions and how long did he work, how well did he cope with the work?
Is he hardworking, how conscientious is his work, does he have a sense of duty and responsibility?
Can he understand people and can he select employees who are suitable for work and for each other?
What abilities does he have to influence people, to create a friendly and cohesive team?
Does he know how to work with people?
Does he have sufficient energy, strong will, determination, steadfastness and calmness?
Does he show interest in everything new, can he find reserves in production and take the initiative in using them?
Does he have the ability to correctly distribute functions and responsibilities between himself and his subordinates?
Is he disciplined himself and is he able to maintain discipline among his subordinates?
Does he have sufficient moral qualities: honesty, truthfulness, simplicity, modesty, courage?
Does it show careerist tendencies?
Is he fair, is he capable of caring for people, or does he think more of himself?
What impression does the people who communicate with him have about him, does he arouse sympathy and trust with his tactful behavior, benevolent attitude, restraint, or does he irritate with excessive talkativeness, harshness, rudeness, etc.?
Is he able to organize his work, devote time to promising issues, or is he able to deal only with current work?
How hard does he work to improve his skills?
Does he have sufficient health and physical endurance, working capacity?

Of course, it is difficult to imagine that it is possible to find people who would satisfactorily answer all the questions presented.

After all, each person, having certain positive qualities, at the same time has some disadvantages. This has to be taken into account when selecting managers. However, if it is clear in advance that this comrade does not have sufficient qualities to successfully cope with the duties assigned to him, then, of course, it is better to refrain from appointing him and try to find another more suitable for this position.

The potential of each person should also be taken into account. For example, if an employee who is promoted to a new job is diligent, conscientious and responsible for the work performed, systematically and successfully improves his qualifications, but has somewhat insufficient theoretical training or practical work experience, then in the absence of more suitable candidates, he can be appointed to a new job. work. In this case, there is still confidence that after a while he will be able to be a full-fledged manager, but at first he will have to help more.

Finally, let's get acquainted with the requirements for managers marketing services exemplary American firms.

BUT. knowledge by problem

Pricing policy - practice, theory, technique.
Formation of demand and sales promotion.
Market research.
Forecasting - technique, methods, concept.
Budget - development technique, methods of use, concepts of formation.
Marketing planning process.
Distribution channels - types, characteristics, usage policy.
Company products.
Production technology, its role in competition.
market and buyers.
Legal aspects - labor legislation.
The use of computers and the theory of informatics.
Information about the firm - history, structure, policy, personnel, principles of activity, methods of management. Accounting analysis.
Macro- and microeconomics.
Finance: money, banking institutions, instruments and methods of financing, investments, capital formation, reports, market activities.
International trade.
Social responsibility for market activity firms.
Logistics - sources, transportation, provision.
Characteristics of consumers of the company's goods - demographic, motivational, consumer.

B. Skill

Organize and plan.
To make decisions.
Lead (be a leader).
Communicate with people orally and in writing.
Encourage people to take action.
Decide conflict situations in a collective.
Be objective towards people.
Recruit, select and train subordinates.
Obey and observe subordination.
Negotiate.

AT. Business and personal qualities Analytical abilities.

Breadth of interests.
Flexibility in dealing with people.
Stress resistance.
Tolerance for other people's opinions.
The objectivity of self-assessment.
Energy.
Self-discipline.
Working capacity.

In contact with

Classmates

Seven qualities of a successful manager:

1. Sociability

2. The ability to learn (the desire to constantly learn something new, while applying the acquired skills and again directly at work)

3. Understanding the business

Successful product managers understand the basics of the business well.

They understand how to identify market opportunities, the importance of competitive differentiation, building successful product development strategies, pricing and promotion, partnerships, profit and loss analysis, and so on.

4. stress resistance, sociability, diligence

5. organizational and business.

6. competence, i.e. system of special knowledge and practical skills

7. purposefulness

7 Qualities of a Successful Manager

1. Mastery of communication;

2. Ability to work with people;

3. The ability to manage people;

4. Be honest and decent;

5. Able to quickly make the right decisions;

6. Able to build a team;

7. Be able to analyze, have a vision of the situation.

To characterize the work of managers, it is advisable to consider what professional qualities they must possess in order to successfully perform their job duties.

There are three types of professional qualities of a manager:

1) technical skill (availability and ability to apply specific knowledge and work skills);

2) communication skills (the ability to work with other people, understand and motivate them, resolve conflicts);

3) conceptual mastery (the ability to analyze complex situations, identify problems, as well as alternative approaches to solving them and choose the most optimal among them).

An analysis of the functions performed by managers showed that it is important for a manager to be able to work directly with people, determine the reasons for their actions, predict their behavior in the future and its socio-economic consequences.

In this regard, the work of managers can be reduced to the following types of management activities.

Traditional management (decision making, planning, control).

2. Interaction (information exchange, document flow, group decision-making).

3. Management by human resourses(motivation, recruitment, training, discipline, conflict management, etc.).

4. Establishment of external relations (various forms of communication with partners, suppliers, customers; negotiations, efforts to create and maintain the image of the organization in the eyes of the public).

In addition, the charismatic component of the leader is singled out (it does not have a clear definition). This component includes a large set of qualities. It is very important that the leader, being confident in his rightness, recognizes the merits of employees. He highlights their work, sometimes even downplaying his role in achieving success, helping colleagues become more successful than himself. Using these tools, the leader achieves the main goal - to create a real team of like-minded people. It is also important to understand that in order for a company to develop dynamically, it is not enough for a leader to simply have great experience and extensive knowledge. We definitely need sources of development, which, paradoxically for business, are literature, music, art.

This “living water” can prolong the life of a business.

The leader, of course, must have a bright charisma, only then it is possible to create a team capable of achieving the main goal of any company - to become the first in its market.

Another important quality is the ability to take risks. This is not about making risky decisions based on analysis and intuition and being ready to bear responsibility for them.

If at a moment of crisis, in order to maintain viability and competitiveness, a company needs to be cut, even alive, this must be done, no matter how painful this procedure may be. In calmer times, this quality may not be in demand at all.

In this century, managers need to be educated. Special education is now needed. Special knowledge is required now. Honesty and integrity are important.

For a modern person, and for a leader in particular, the most important quality is the ability to change, to grow along with business, industry, society. After all, the world does not stand still, it is constantly changing, like the stock market, in minutes. And it's important to quickly accept the right decision without being bound by old views or standards.

A true leader in business needs the ability to quickly respond to a situation, the ability to make decisions quickly, to take risks. Today it is no longer enough for a leader to be a charismatic personality. He must be a qualified person. No more easy or quick money. Now there is a distinction between the concepts of "owner" and "manager". And often leaders in business do not have enough of their own skills to competently manage the company and capital.

The first thing a manager needs is determination. It also requires faith in the people on the team. A specialist needs a variety of individual qualities. For example, at the current stage of development of capitalism in the country, authority is also needed.

personal point of view. It is imperative to know how subordinates are doing in their personal lives.

Some Russian leaders They think that they just need to pay people a lot of money, but nothing else is needed. According to others, you need to lead with soul. And people, seeing self-care, begin to work better. The more you manage people, the more you feel responsible. And the more shareholders and subordinates trust you, the more you want to justify this trust.

Other authors believe that a modern leader should be strong-willed, tough, but at the same time not authoritarian. In conditions modern economy important role play his education, professional skills and success.

Qualities of a successful sales manager

The reputation of a leader is very important. Only for a person with impeccable reputation people will come - clients, partners. characteristic feature at the present stage is also a high degree of his personification - personal and professional qualities.

The criteria have certainly changed. Tough business conditions dictate new approaches. The share of responsibility of the manager for the success of business development has increased, the importance of a strategic approach to the formation and development of a business has increased. The degree of social responsibility of the manager for the company's employees has increased disproportionately - in many respects this responsibility has passed to him from the state.

On a personal level, a person should be sociable, have good communication, be kind-hearted, responsive, strive to help people, companies and carry in his soul love for his neighbor.

An HR specialist needs, first of all, the ability to convince management and staff. He must be very contact, be able to win over from the first second of the conversation - this is the most important thing. In addition, a manager must have the skills of a consultant-teacher, because he often needs to convince by example, lead leaders to solve the problems facing the organization.

The manager needs to be able to part with employees without a "heavy stone on the heart", because it is these people who will be judged on the labor market corporate culture companies. The manager must be able to effectively use the potential of staff, identify strengths and weak sides employees, to properly draw up personnel development plans.

The manager must be able to establish contacts with new clients, gain their trust, develop mutual understanding and, on this basis, build long-term mutually beneficial relationships, providing quality service and helping the client find solutions to develop his business.

It is generally accepted that a personal manager who sells banking products to new customers is a very talkative employee with a strong character, a handshake and a “smile at the ready”. His main concern is to persuade the client to purchase the service. In fact, this opinion is far from reality. In this regard, we will name the main qualities that a personal manager should possess.

Distinctive properties: specific personality traits.

The main property is empathy, that is, the manager's ability to assess the situation from the point of view of the client, to put himself in his place. The second most important trait is ambition. This is the quality of a manager whose self-esteem is inextricably linked to the successful completion of an assigned task or a specific activity. The determining factor is the strength of mind or resilience, that is, the manager's ability to quickly recover from failure.

Important for a professional manager are such characteristic qualities as self-discipline, intelligence, creativity, flexibility, independence, perseverance, representativeness, reliability.

Noting the presence of the above distinctive properties, it should be recognized that for the effective work of a manager, only personal qualities are not enough - it is also necessary to have abilities that will facilitate his implementation. the right qualities and help you achieve success.

Skills: communication skills, analytical and organizational skills, management skills

the manager's abilities are of particular importance, since the main emphasis in working with a potential client is on the consultative nature of the sales process. To successfully perform these functions, you have to have a large amount of information: firstly, about customers, their financial condition, problems and needs, secondly, about banking products, their profitability and benefits for a particular client, etc.

Organizational and management skills own time are also included in the list of requirements for personal managers. Moreover, they are interrelated. Knowing that 80% of sales come from 20% key clients, the manager must spend most of his time and, accordingly, resources on these clients. Therefore, to plan the working day, he needs, on the one hand, organizational skills, on the other hand, the ability to rationally manage time in order to complete the tasks facing him.

Erudition is the possession of specific information, knowledge. Personal managers should have knowledge about banking services, potential customers, your bank, competitor banks.

One of important qualities successful manager - the ability to use best qualities their subordinates and reduce the influence of negative qualities on the business (each employee should find a job that would allow his best qualities to be revealed and would not allow negative qualities to influence the business), that is, give work according to his abilities, to his liking. The second is the ability to arrange subordinates so that their interaction gives a greater return than the work of each individually, that is, to create a team. And the third is the ability to maintain interest in work, in achieving goals.

A successful manager needs to constantly strive for self-education, constantly improve himself, and keep abreast of current events.

Need knowledge current trends business, strategy and experience of leaders, and not only in their industry - it is important to understand strategic, global trends. Study them, constantly replenish your knowledge, improve. In addition, you need to be able to analyze all this, to have a vision of the situation.

Thus, all hypotheses were confirmed during the study. But, besides this, other qualities necessary for a manager in order to be successful have been identified.

Thus, for the activity of a manager to be successful, he must have the following professional qualities:

Technical proficiency (having and ability to apply specific knowledge and skills of work; knowledge of current business trends, strategies and experience of leaders),

Communication skills (sociability, responsiveness, the ability to work with other people, understand and motivate them, resolve conflicts; have the skills of a consultant-teacher; able to establish contacts with new clients, use the potential of staff, identify strengths and weaknesses of employees, correctly draw up staff development plans ),

Conceptual mastery (the ability to analyze complex situations, identify problems, as well as alternative approaches to solving them and choose the most optimal among them);

The ability to work with people, determine the reasons for their actions, predict their behavior in the future and its socio-economic consequences;

Be experienced, erudite, educated, be capable of self-development (literature, music, fine arts), growth along with business, industry, society;

have charisma,

Capable of taking risks; be decisive, strong-willed, tough;

Honest and decent;

Able to quickly respond to a situation, make decisions quickly, take risks;

Empathy, ambition, fortitude or vitality, self-discipline, creativity, flexibility, independence, perseverance, representativeness, reliability;

The ability to use the best qualities of their subordinates;