Sales Rewards and Incentives: Sales 12.07

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John Wiley & Sons, Oct 31, 2003 - Business & Economics - 116 pages
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
120709 Resources
120710 Ten Steps to Making Sales Rewards and Incentives Work
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About the author (2003)

JOHN G. FISHER runs The Motivation Company, which specializes in performance improvement and communication programs, whether they are related to sales or other business functions. He is the author of a number of business books and writes regularly in trade journals on incentives, marketing and communication issues.

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