A general sales manager has overall responsibility for corporate, group, or division sales. Sales management at this level is concerned with developing sales policies, strategies, and plans that support the overall marketing plan.
In a small company the general sales manager may supervise all salespeople directly. As the number of salespeople increases, however, supervision of salespeople must be delegated to field sales managers.
In a functionally organized company, the general sales manager reports to the marketing manager or the chief executive.
In a divisionalized corporation, the general sales manager reports to the division marketing manager or to the division manager.
In a divisionalized company with a centralized sales organization, the general sales manager reports to the chief executive or to a group executive.
- ^ American Marketing Association, AMA Dictionary.