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Organization Principles in Sales Operations
The Structure of the Sales Organization
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ability activities advertising analysis application assigned assist automobile basic basis branch manager budget buyers buying cent changes commission company's compensation plan consumer contest costs customers dealers determined director distribution distributors effective employer evaluation example expenses experience fact factors firm fixed costs functional analysis functions given gross margin home office important incentive income increase individual industrial interview involved job analysis job rotation maker manufacturer marketing research ment merchandise method objectives Ohio State University operation personnel possible potential problem profit promotion purchase Questions quota reason reports responsibility retail salary sales department sales executive sales force sales forecast sales manager sales promotion sales training sales volume salesmen secure selection selling semivariable sold staff standards success sumer supervision techniques territory tion training program unit variable costs wholesale