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Functions and organization of the sales force - Roles and functions in the sales force; Sales structures and organization; Developing a motivating sales environment - Motivational management in the sales force; Sales management by objectives; Motivating through rewards and incentives; Providing appraisals and feedback for motivation, training and discipline; Communication in the sales force; Sales meetings and conferences; Sales recruitment and training - Recruitment and selection in the sales force; Basic sales training; Field sales training; Planning, forecasting and performance monitoring - The planning process; Sales forecasting; Performance monitoring; Management and control of the sales force - Territory management; Sales force administration; Sales management control; Developing the business - Trade development; Sales promotion; Merchandising at the point of sale; Key account management; Alternative sales or distribution operations; Developing international markets; Index.
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Add Sales Management, Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the sk, Sales Management to the inventory that you are selling on WonderClubX
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Add Sales Management, Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the sk, Sales Management to your collection on WonderClub |