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The Dimensions of Sales Management
Sales Management as Strategic Planning
38 other sections not shown
achieve activities advertising allocation approach areas average budget buyer buying center buying process chapter commission company's compensation plan competitive competitors consultative selling Corporation costs customers decision determine develop discussion education and training effective evaluation example expenses factors field sales firm firm's Ford Aerospace goals gross margin Harvard Business Review Hewlett-Packard hiring increase Industrial Marketing INSIGHTS A ISSUES involves Journal of Marketing Journal of Personal LawNet manufacturers Marketing Management measures ment method motivation needs objectives percent percentage performance personal computer personal selling personnel position problems product line prospects purchase quotas recruiting relationship reps requires responsibility Sales & Marketing sales calls sales effort sales force sales forecast sales manager sales organization sales potential sales representatives sales volume salespeople salesperson segment seller Selling & Sales Source specific Table techniques telemarketing tion training program Viewpoint