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Retail Selling ver
Formulation of a Strategic Sales Program
Selling Activities and Account Management Policies
17 other sections not shown
ability activities advertising ambiguity Amy Hathaway anesthesia applicants aptitude average behavior buying center Chapter commission company's compensation costs customers dealers determine develop discussion distributor Dorothy Peterson effective equipment estimates evaluation Evan-Picone example expected expenses factors firm firm's function gross margin hired home computer incentive increase Industrial Kubb manufacturers Marketing Management marketing mix method motivation needs number of calls objectives organizational Osmocote percent personal characteristics personal computer personal selling policies potential problems profit promotion purchase quota recruits regional relationship Research retail rewards role conflict role partners salary sales calls sales force sales forecast sales jobs sales manager sales performance sales personnel sales program sales promotion sales representatives sales reps sales territories sales training programs sales volume salesmen salespeople salesperson selection selling effort selling techniques Sidex skills specific strategy Table techniques tion types valences variables WICS