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Sales Management

C/M/562. Review and critique the current accepted models of sales management and there potential applicability to a sales manager

WORDS:
2400
DATE:
2007
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29.99 GBP

An analysis is undertaken on the current accepted models of sales management. The sales management process is categorised into sales planning, sales force design, sales force management (which includes motivation, leadership and recruitment and selection) and finally evaluation. Models which have been developed regarding these processes have been evaluated, analysing their strengths and weaknesses, their validity and most importantly their usefulness and potential applicability to a sales manager

 

KEYWORDS: Sales management, sales force, leadership, motivation, evaluation of sales, decision m,

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sales management role force success company business foot organizations dissertation marketing industries ltd heavy mitsubishi mean strategies locker traditional critique current review sfa limitations automation accepted models downsizing c manager applicability potential function
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