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All of the factors that have anything to do with the operation of the sales department...everything that the job requires, will fall within the boundaries and definitions of those categories. As this chapter develops, you will begin to realize why the sales manager has to be multi-talented to effectively handle all of the diverse duties that the position requires.

For the purposes of this textbook, a sales manager can be any manager who is responsible for the duties of a sales manager. Usually, we will be referring to the job description and the duties of the new car sales manager. When a manager becomes involved with directing the sales force, that manager must have authority and respect.