Performance Evaluation Of The Sales Force
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Performance Evaluation Of The Sales Force
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Author : Robert Alden Ramseyer
language : en
Publisher:
Release Date : 1976
Performance Evaluation Of The Sales Force written by Robert Alden Ramseyer and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1976 with Sales personnel categories.
The Complete Guide To Accelerating Sales Force Performance
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Author : Andris A. Zoltners
language : en
Publisher: Amacom
Release Date : 2001
The Complete Guide To Accelerating Sales Force Performance written by Andris A. Zoltners and has been published by Amacom this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Business & Economics categories.
"Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such ""success drivers"" as: culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management. Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries."
Sales Force Performance Measurement
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Author : Meike Lehmann
language : en
Publisher: GRIN Verlag
Release Date : 2009-02-19
Sales Force Performance Measurement written by Meike Lehmann and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-02-19 with Business & Economics categories.
Seminar paper from the year 2007 in the subject Business economics - Controlling, grade: 2,0, Heilbronn University of Applied Sciences, language: English, abstract: A very important part of managerial tasks is to measure the performance of their employees. The evaluation is necessary to attain the objectives of the company as possible deficits can be identified and steps can be taken against them (Jobber and Lancaster, 2003: 489). The performance measurement means to discover the strengths and weaknesses of the employees with the aim to improve their performance. The evaluation should also recognize and reward the success of the person evaluated and give him/her a clear feedback about the performance in order to support his/her development (Spiro, Stanton and Rich, 2003: 445). This study will focus on the performance measurement of the sales force, as the success of the sales department is decisive of the company’s overall performance. In order to get motivated and qualified salespeople sales managers must not just analyze statistics but also need to give directions and the possibility of self-development (Spiro, Stanton and Rich, 2003: 441-442). Following, a process of measuring sales force performance will be pointed out which leads the sales manager through the evaluation. Afterwards, the importance of performance measurement within sales management will be shown and a conclusion will be drawn. [...]
Sales Force Performance
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Author : Neil M. Ford
language : en
Publisher: Free Press
Release Date : 1985
Sales Force Performance written by Neil M. Ford and has been published by Free Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1985 with Business & Economics categories.
An Exploratory Investigation Of The Use Of Sales Effort Measures To Evaluate Missionary Sales Force Performance
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Author : Bruce Buskirk
language : en
Publisher:
Release Date : 1983
An Exploratory Investigation Of The Use Of Sales Effort Measures To Evaluate Missionary Sales Force Performance written by Bruce Buskirk and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983 with Missionary sales personnel categories.
Sales Force Management
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Author : Joseph F. Hair, Jr.
language : en
Publisher: John Wiley & Sons
Release Date : 2020-09-16
Sales Force Management written by Joseph F. Hair, Jr. and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-09-16 with Business & Economics categories.
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Accounting For Territory And Representative Heterogeneity
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Author : Lisa B. Cain
language : en
Publisher:
Release Date : 2002
Accounting For Territory And Representative Heterogeneity written by Lisa B. Cain and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with categories.
Operations Research Proceedings 2000
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Author : B. Fleischmann
language : en
Publisher: Springer
Release Date : 2001-03-20
Operations Research Proceedings 2000 written by B. Fleischmann and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-03-20 with Business & Economics categories.
This proceedings volume contains a selection of 85 papers presented at the Symposium on Operations Research (OR 2000), the Annual Conference of the German Operations Research Society (GOR), that was held at the Dresden University of Technology, September 9 -12, 2000. The contributions cover the broad interdisciplinary spectrum of Operations Research and present recent advances in theory, development of methods, and applications in practice. Subjects covered are Mathematical Optimization (continuous, discrete, combinatorial and stochastic), Simulation, Econometrics, Statistics and Mathematical Economics, Decision Theory, Game Theory, Finance, Banking and Insurance, Artificial Intelligence and Fuzzy Logic, Decision Support Systems, Production, Logistics and Supply Chain Management, Scheduling and Project Planning, Transport and Traffic, Energy and Environment, Marketing and Data Analysis and Didactics of Operations Research.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: Taylor & Francis
Release Date : 2024-01-22
Sales Management written by Thomas N. Ingram and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-22 with Business & Economics categories.
This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
Sales Force Management
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Author : Kenneth Rexton Davis
language : en
Publisher:
Release Date : 1968
Sales Force Management written by Kenneth Rexton Davis and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1968 with Business & Economics categories.