This paper is dedicated to the memory of Linda Anderson, research writer and well of wisdom. Sales Management Skills Executive Summary Effective management of the sales and marketing function include skill in areas such as budgeting, active listening, reading the organization's culture, environmental scanning and approaching problem resolution with creativity. Budgeting is basic and is only obvious when it has not been done well. All of the other factors are necessary on two fronts: within the home organization and in marketing to others. Management Skills: Sales and Marketing Function Budgeting Budgeting skills are necessary if for no other reason than to ensure that there are no distractions created by chaos within the department. Budgeting skills are necessary for planning operations and research, and for planning changes in compensation. Active Listening Bell and Smith (1999) provide insight for active listening. Those points are: "Listen to the whole message "Listen for factual information "Listen for feelings "Give the speaker signs of interest and understanding" (Bell and Smith, 1999; p. 357). Other skills are useful as well. Speakers realize when the hearer is practicing these skills and typically appreciate active use of them. "Treat listening as a challenging mental task" (Listening Skills, 2006). "Stay active by asking mental questions" (Listening Skills, 2006). "Use the gap between the rate of speech and your rate of thought" (Listening Skills, 2006).
Whether dealing with upper management or assisting a salesperson with a troublesome portion of his job, active listening is crucial for full communication. Reading an Organization Culture The culture within the organization both dictates and is formed by the organization's behavior. Amon