ABSTRACT
This chapter provides checklists for the following functional skills: sales skills; sales management; marketing management; financial management; and production management. Each skill set focuses on performer ownership, performer responsibility, areas of focus or analysis, and it considers some factors for the performer. The factor for sales skills includes: prospecting methods, pre-approach background work; methods of qualifying prospects, from to prospects; means of making appointments; poposals, quotations, tenders, delays; handling failure in an empowering way. It also includes self-motivation methods and maintenance; time management in sales; self-development of sales skills; and developing and maintaining the desire to win business. The factor skills for sales management consider the following sales objectives, forecasts, planning, pricing, and product, industry and customer needs knowledge. It also includes cost of sales in terms of time, materials, salaries, support costs and so on. In the similar fashion each functional skills has its factor skills for marketing management, financial management, and production management.
