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Sales Force Feedback on Competitors Activities
Manage Your Sales Force as a System
The FailSafe Salesman
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activities allocation American Marketing Association analysis approach areas average basic behavior commission compensation plan components concept cost ratio customer's decisions effort error evaluation failure field sales firms forecasting errors Frank Bettger goals important improve incentive increase indicate individual industry input job personalities managerial marketing management marketing mix ment method motivation Napoleon Hill needs Norman Vincent Peale objectives organization participation percent performance person personal selling position potential problems procedure profit prospects Pygmalion effect quota estimates reliability reliability engineering reported response retraining Robert N role clarity salary sales calls sales cost sales force members sales forecasts sales manager sales manager's sales presentation sales territories sales training sales volume salesclerk salesman salespeople satisfaction Section segmentation selection self-actualization selling strategy success Table techniques tion tivated tive transactional analysis variables