Management and supervision of a sales force. Prepared for the Technical Aids Branch, Office of Industrial Resources
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Some Current Problems of Sales Force Management
Supervision of the Sales Force
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accounts activities application blank areas assigned balanced line basic basis better calls channels of distribution compensation plan competitive convention customers dealers determine develop Discuss distribution channels distribution costs effective efficiency effort established evaluation expenses factors field functions glowworm gross margin Hapco home office important improve incentive individual salesmen industry interview job analysis job description Luzon Manila manufacturer ment methods middlemen motivation needs objectives obtained operations organization performance period pesos Philippines policies possible problems profits promotion prospects quota recruiting retail sales budget sales contests sales control sales executives sales force sales force management sales manager sales meetings sales personnel sales potential sales promotion sales supervisor sales territories sales training program sales volume salesman turnover selection selling techniques SESSION standard stimulation straight commission straight salary supervision Syracuse University tests tion Training Manual turnover rate wholesalers