Abstract:

The article aims to present a series of tools, principles and practices of sales management and sales teams, so that, by their constant application throughout the organization to benefit frombetter results in selling financial products and services. Currently there are major problems in selling products and services resulting from management control in Romania. Free enterprise employees because it is much impaired and the results are completely unsatisfactory. Also, article aims to present the change in management style of command and control, in which all employees are told clearly what, when and how to do, to a participatory management style, which allows employees to grow and they are motivated to achieve superior results in order to increase organizational performance. Managers who are in positions involving the sale of financial products and service soften know, to make themselves selling at a higher level, but few know how to effectively develop a sales team. Even if they have the knowledge and resources available, most often are overloaded with daily activities, deadlines and their responsibilities to do so. Therefore, developing their sales teams to achieve superior performance occupies a less important place among their priorities, and staff of units which should form teams of sale don’t get the expected performances.