Sales managers are responsible for increasing their company's market share. They therefore need to know their competitors' sales, innovation and marketing strategies. In-depth knowledge of their competitors allows sales managers to come up with strategies that allow their company to rise above the competition. Analyzing competitors' strategies opens the managers' eyes to new ideas and the possible pitfalls that come with implementing these ideas. When price of a commodity forms the basis for competition between companies dealing in the same good or service, a sales manager should ask himself why the rival company affords to sell their product at a cheaper price. It may be that their cost of production is significantly low. A sales manager therefore has to restructure the production into a more cost effective one to enable competition on the same level with the next company.
The Sales of Goods Act protects all consumers whether business to business or business to consumer. In U.S., this bill is implemented by Williston. The goods in the business to business market are often under heavy scrutiny when it comes to legal and quality standards. Buyers also lay down their own specifications as to what they want the product to do for them. When outsourcing cleaning services, for example, they may want the cleaners to clean the carpets and drapes in the entire building or part of the building. Sales managers ensure their services adhere to these specifications from both the legal and consumer-demand front. The team they send out should do their tasks effectively. The contract drafted by sales managers of the outsourcing company should clearly state the employees' responsibilities.
The goods sold to a consumer should always be as described. Sales managers of companies that deal with business to business transactions are accountable for the information shared about their products. In case of any faults with the goods or services purchased, the sales manager of the supplying organization should notify the customer. On arrival of goods, the sales manager of the consumer company should immediately notify the suppliers of any faults.
Sales managers of business to business companies like any other company should identify, create and maintain good relationships with the already existing customers and potential customers. They should network, taking advantage of various business forums to talk to prospective customers. Asking questions enables sales managers to identify the needs of prospective customers, therefore knowing the suitable approach to take when pitching offers on their goods and services. For example, a sales manager dealing in stationary should take advantage of forums involving school heads to interest them in their brands.