Last edited by Gokinos
Friday, April 24, 2020 | History

3 edition of Sales force performance found in the catalog.

Sales force performance

Sales force performance

  • 240 Want to read
  • 25 Currently reading

Published by Lexington Books in Lexington, Mass .
Written in English

    Subjects:
  • Sales personnel.,
  • Industrial marketing.,
  • Performance.

  • Edition Notes

    Includes bibliographies and indexes.

    Statement[edited by] Neil M. Ford, Gilbert A. Churchill, Jr., Orville C. Walker, Jr. ; with contributions by R. Kenneth Teas ... [et al.].
    ContributionsFord, Neil M., Churchill, Gilbert A., Walker, Orville C., Teas, R. Kenneth.
    Classifications
    LC ClassificationsHF5439.5 .S33 1985
    The Physical Object
    Paginationxvi, 306 p. ;
    Number of Pages306
    ID Numbers
    Open LibraryOL2854702M
    ISBN 100669093769
    LC Control Number84017166


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Sales force performance Download PDF EPUB FB2

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22 The Complete Guide to Sales Force Incentive Compensation • Sales force design: development of organization structure, sales roles, sales force size, and sales territory alignment Our book, Sales Force Design for Strategic Advantage, focuses exclusively on the sales force definers.

Sales force effectiveness (SFE) is driven by the decisions, processes, systems and programmes that sales leaders are accountable for. Indicators and universal rules for sales success are discussed, alongside examples of business application, potential strengths, limitations and success factors. Sales MGMT Chpt STUDY.

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This book identifies and describes the key factors for creating a fast-track, go-to-market strategy/5(4). This article presents a model for allocating selling effort and setting sales force size which explicitly considers interactions with territorial design, forecasting, and performance evaluation.

Unable to copy text in LEX. Performance, Winter Users using LEX with Chrome version 54 may experience issues selecting text on their records. As the users are unable to select the text they will not be able to copy and paste, however edit a record will allow you to select and copy the details.

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• Understand how firms recruit, select, train, motivate, compensate, and evaluate salespeople. • Describe recent applications of sales force automation. Book Description.

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management.

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Sales Force Management David Jobber is an internationally recognised marketing academic and is Professor of Marketing at the University of Bradford School of Management.

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