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THE SALES ENVIRONMENT
ORGANIZING THE SALES FORCE
DEMAND ANALYSIS AND SALES
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ability accounts addition advantages analysis and/or areas Arrino average basic behavior benefits Box-Jenkins budget buyer chapter cold calls commission company's compensation plan competition competitors consumer contest costs customers decision determine developed disadvantages discussed East South Central econometric effective evaluation expenses exponential smoothing factors Figure Frank Bettger goals he/she Ibid implemented important incentive income increase individual industry interview involved job description leadership Marketing Management marketing mix McPherson suspension meeting merchandise method motivation needs objectives opportunity organization percent performance period personal selling potential problems product line product or service profit prospect questions recruiting relationship responsibility retail salary Sales & Marketing Sales and Marketing sales call sales force sales forecast sales presentation sales quota sales training sales volume salesman salespeople salesperson satisfaction theory selling techniques specific stimulus-response theory success Survey Table techniques territory tests theory training program turnover typically