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Boundless Marketing
Personal Selling and Sales Promotion
Marketing Textbooks Boundless Marketing Personal Selling and Sales Promotion
Marketing Textbooks Boundless Marketing
Marketing Textbooks
Marketing

Section 5

Managing the Sales Force

Book Version 3
By Boundless
Boundless Marketing
Marketing
by Boundless
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5 concepts
Creating Sales Force Structure, Territories, and Goals

Creating the proper sales force structure, territoires, and goals leads to customer, sales force and firm satisfaction.

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Recruiting and Selecting Salespeople

Salespeople who have the best characteristics, and who fit the company ethos, should be chosen during the recruitment process.

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Sales Training

In general, training provides many diverse benefits both to the company as well as to the salesperson.

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Motivating and Compensating Salespeople

Employees are best motivated through effective job design, equitable compensation, and treatment as stakeholders in the company.

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Measuring Sales Force Performance

Appraisals are the common form of measuring how well an employee performed compared to a set of stated objectives; feedback communicates these evaluations.

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