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Contents 9 TrainingWhy?
TrainingWith a Plan
43 other sections not shown
accounts activities analysis average basic basis beneﬁts booth Box-Jenkins budget buyer chapter commission compensation plan competitors concemed contest customers decision deﬁned determine developed difﬁcult discussed econometric effective employees evaluation example expenses exponential smoothing factors ﬁeld Figure ﬁgures ﬁnd ﬁrms ﬁrst ﬁve ﬁxed Forecasting Sales Frank Bettger Harvard Business Review important incentive income increase individual industry inﬂuence involved job description leam Marketing Management McPherson suspension merchandise method motivate needs objectives ofﬁce organization particular percent performance period personal selling potential problems product line product or service proﬁt proﬁtable promotion prospect qualiﬁed recruiting reﬂect responsibilities salary Sales and Marketing sales call sales force sales forecast sales manager sales presentation sales quotas sales training sales volume salesman salespeople salesper salesperson Selling Costs selling techniques speciﬁc successful sufﬁcient Survey techniques telephone territory tion tivate trade show training program tumover typically