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Nature and Scope of Sales Force Management
Field Sales Organization
The Communication Process
14 other sections not shown
ability accounts activities advertising agents airline analysis assigned basis behavior bonus Brinkley brokers buying cent commission communication company's compensation plan cost customers Darex dealers decisions determine Diffusion of Innovations District Manager Division effective Elihu Katz estimates evaluation example Exhibit expense factors field sales manager firm function goals home office important individual industry influence interview Jim Campbell major market potential measure ment Miller needs Norwalk objectives packaging Peekskill performance performance appraisal personal selling policies problems procedures product line promotion prospect quota recruiting Regional Manager relationship reports responsibility retail role salary sales calls sales effort sales force management sales forecast sales organization sales personnel sales promotion sales territories sales volume salesman San Francisco Sealare selection sleeper effect specific supervision supervisor techniques tests tion Trucks variable annuity wholesalers