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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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, 2015 Upravljanje odnosima s klijentima (eng. Customer Relationship Management - CRM) opisuje pristupe, strategije i tehnologije koje tvrtke koriste za analizu i upravljanje odnosa s klijentima. Sustavi za automatizaciju prodaje (eng.
Aleksa, Antun
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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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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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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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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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2016
The industrial sales force has evolved from being a relationship oriented profession to a technically oriented one. Praise for that! While a good Sales Engineer must still be able to manage human relations as a basic trait, there are other more important competences that customers want from them: technical expertise, time commitment and agreement ...
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The industrial sales force has evolved from being a relationship oriented profession to a technically oriented one. Praise for that! While a good Sales Engineer must still be able to manage human relations as a basic trait, there are other more important competences that customers want from them: technical expertise, time commitment and agreement ...
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Sales Force Automation Systems and Sales Force Productivity
Journal of Relationship Marketing, 2007Paul Clark +2 more
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2018
In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building ...
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In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building ...
openaire +1 more source