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Sales Management Functions
Organizing the Sales Department
The Sales Manager
19 other sections not shown
accounts activities adjust advertising applicant approach assigned become budget Burroughs Corporation buyer calls Centralized training changes channel Comfort Air commission compensation plan competition Concurrent validity contest costs customers dealers demand determine Detroit develop DIANE DEANE direct Discuss distribution distributors district manager effective effort employees equipment evaluation example expenses factors firm firm's give gross margin handle hiring home office important increase individual industrial inventory major manufacturer marketing mix marketing research meet ment merchandise method needs Northstar operation packaging particular percent performance period person policies potential present problems product line profit promotion quota require retail salary sales department sales executive sales force sales forecast sales manager sales promotion sales volume salesman salespeople salesperson Searchmont selling selling techniques situation sold specific standard successful supervision supervisor territory tion users vary weaknesses wholesalers