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Personal Sellinga Subset of Marketing
Classification of the Activities of Sales Personnel
The Environmental Setting for Field Sales Management
17 other sections not shown
activities advertising applicants approach attitudes average budget buyers buying chapter company house company's competitive consumer contest costs customers Delphi Method develop discussed district earnings effective efforts employees employment evaluation example exponential smoothing field sales managers field training firm firm's functions goals hiring home office incentive increased industry input interview Jolson Louis Meyer major marketing marketing mix Marvin ment methods motivational needs objectives offer pany perceived percent performance personal selling problems profit promotional prospects quotas reader responsibility retail retraining salary sales executives sales force sales forecast sales manager's sales meetings sales organization sales personnel sales potential sales presentation sales promotion sales recruits sales volume sales-force members salesman salespeople salesperson SeIIing selection seller selling techniques skills stimulate straight commission structured sales successful supervision supervisor techniques territory tion tivation tive turnover units