Results 201 to 210 of about 22,117 (263)
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Journal of the Academy of Marketing Science, 1975
The decision whether to specialize a general-line sales force is important for firms attempting to sell a broad range of products in diffuse market segments. Many Canadian firms, particularly those affiliated with large U.S. manufacturers, find themselves in this situation. The substantive issues which influence this decision are first examined.
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The decision whether to specialize a general-line sales force is important for firms attempting to sell a broad range of products in diffuse market segments. Many Canadian firms, particularly those affiliated with large U.S. manufacturers, find themselves in this situation. The substantive issues which influence this decision are first examined.
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Strategies for sales force management
Journal of the Academy of Marketing Science, 1975Far too few companies with a personal selling force utilize a scientific framework to aid in solving their tactical selling problems. While this approach is used somewhat in other functional areas of the business, personal selling is by-passed. The purpose of this article is to investigate the major decision-making areas a sales manager must act upon ...
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Technology and the Sales Force
Journal of Hospital Marketing & Public Relations, 2002This paper explores the application of sales force technology by Amach, Inc. a Detroit based medical device firm. Sales force technology represents a variety of dynamic tools that can help the sales force. While these tools cannot replace the salesperson and generate deals from customers, they can enhance efficiency and effectiveness levels.
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Organization and the Sales Force
2020A sales person has to have many qualities in order to become an ace salesperson. Communication skills and inter-personal skills are absolutely necessary for a sales person to succeed in the marketplace. He also has to have coordination skills and the ideal condition would be to develop leadership skills as well.
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2020
Recruitment of sales force is an established process in most large organizations. This is because not only is it a continuous activity as the organizations grow, but the quality of the sales force is very important for the organization to succeed in the marketplace.
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Recruitment of sales force is an established process in most large organizations. This is because not only is it a continuous activity as the organizations grow, but the quality of the sales force is very important for the organization to succeed in the marketplace.
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Technology and the Sales Force
Industrial Marketing Management, 2001Abstract Sales force automation systems are fast becoming a marketplace reality. Implementation of these systems represents a significant change for many organizations, often presenting difficult challenges for managers. This paper proposes several factors relating to sales force acceptance of automation.
Amy J. Morgan, Scott A. Inks
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Annals of Computational Economics, 2008 The sales plan is put into practice through the tasks associated with sales plan implementation. Whereas sales plan formulation focuses on "doing the right things," implementation emphasizes "doing things right." The three major tasks involved in implementing a sales plan are (1) salesforce recruitment and selection, (2) salesforce training, and (3 ...
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2006
How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales force management process. This process adds a new dimension to the '
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How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales force management process. This process adds a new dimension to the '
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1995
Most companies had an organized sales force long before they introduced formal marketing activities of the kind described in this book. In spite of this, sales force management traditionally has been a neglected area of marketing management.
Martin Christopher, Malcolm McDonald
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Most companies had an organized sales force long before they introduced formal marketing activities of the kind described in this book. In spite of this, sales force management traditionally has been a neglected area of marketing management.
Martin Christopher, Malcolm McDonald
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