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The Sales Environment
PLANNING FOR SALES
Techniques for Forecasting Sales
18 other sections not shown
accounts addition advantages analysis and/or areas average basic benefits Box-Jenkins budget buyer Chapter close commission company's compensation plan competition competitors consumer contest costs customers decision determine develop disadvantages discussed econometric effective employees evaluation expenses exponential smoothing factors Figure Frank Bettger goals implemented important incentive income increase individual industry interview involved job description leadership Marketing Management marketing mix McPherson suspension ment merchandise method motivate needs objectives opportunities organization percent performance period personal selling potential prizes problems product line product or service profit prospect recruiting relationships responsibility retail role salary Sales and Marketing sales call sales force sales forecast sales presentation sales quota sales training sales volume salesman salespeople salesperson selling techniques specific stimulus-response theory successful SUPERVISING Survey Table techniques telephone territory tion training program turnover typically Uniform Commercial Code West South Central