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Dimension 1
e-competence area
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Dimension 2
e-Competence: Title + generic description
D.7 Sales Management
Drives the achievement of sales results through the establishment of a sales strategy. Demonstrates the added value of the organisations products and services to new or existing customers and prospects. Establishes a sales support procedure providing efficient response to sales enquiries, consistent with company strategy and policy. Establishes a systematic approach to the entire sales process, including understanding client needs, forecasting, prospect evaluation, negotiation tactics and sales closure.
Dimension 3
e-Competence proficiency levels (on e-CF levels e-1 to e-5, related to EQF levels 3 to 8
Level 3
Contributes to the sales process by effectively presenting products or services to clients.

Level 4
Assesses and estimates appropriate sales strategies to deliver company results. Decides and allocates annual sales targets and adjusts incentives to meet market conditions.

Level 5
Assumes ultimate responsibility for the sales performance of the organisation. Authorises resource allocation, prioritises product and service promotions, advises board directors of sales performance.

Dimension 4
Knowledge examples Knows/ Aware of/ Familiar with:
- K1 customer organisation (needs, budget allocation and decision makers)
- K2 company specific processes (sales, ITIL, etc.)
- K3 market trends and own service offering portfolio
- K4 legal, financial and contractual rules
- K5 project management procedures
- K6 current market imperatives e.g. risks, changes, innovation
Skills examples Able to:
- S1 develop strong co-operation between customers and own organisation
- S2 keep abreast of market news e.g. risks, changes, innovations and communicate to internal business units, to improve service and product portfolio
- S3 react proactively to customer business changes and communicate them internally
- S4 generate sustainable customer relationships
- S5 analyse sales performance to build forecasts and develop a tactical sales plan

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