Sales Rewards and Incentives: Sales 12.07
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
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120702 What are Sales Rewards and Incentives?
120703 The Evolution of Sales Rewards and Incentives
120704 The EDimension
120705 The Global Dimension
120706 The State of the Art
120707 In Practice
120708 Key Concepts and Thinkers
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Abraham Maslow achieved activity administration automotive awards Balanced Scorecard basis beneﬁts best practice bonus British Telecom budget catalogue Circle of Success communication cost create dealer difﬁcult distribution distributors e-mail effective EVOLUTION OF SALES example ExpressExec ﬁeld ﬁgures ﬁle ﬁnance ﬁnancial ﬁnd ﬁndings ﬁrst ﬁve Frederick Herzberg global goals honors club human audit human motivation ideas incentive and reward incentive campaign incentive scheme individual Internet issues Jack Benny KEY LEARNING POINTS market sectors merchandise Michael Armstrong monitored non-cash incentives objectives offer ofﬁce overall participant database performance improvement principles promotional qualiﬁers quartile remuneration retail vouchers reward schemes REWARDS AND INCENTIVES sales force sales incentive programs sales managers sales organization sales performance SALES REWARDS sales team salespeople sell sellers skills SNCF sponsor staff Strategy structure supplier target Victor Vroom Volvo Website winners xSeries