Hashtags for all economic activities & functions of government in a convenient e-book


Generic description:
Drives the achievement of sales results through the establishment of a sales strategy. Demonstrates the added value of the organisation's 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.

Competence area: e-CF area D. Enable


Proficiency levels:
3 Contributes to the sales process by effectively presenting products or services to customers.
4 Assesses and estimates appropriate sales strategies to deliver company results. Decides and allocates annual sales targets and adjusts incentives to meet market conditions.
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. Account manager

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

Skill 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