Sales Management (marketing Series: Practitioner) [FREE]

: Roles, functions, and structures within the sales force, including territorial management.

The handbook is organized into sections covering the full lifecycle of sales force administration: Sales Management (Marketing Series: Practitioner)

: Those at area manager level or above in large corporations. : Roles, functions, and structures within the sales

: Practical methods for sales forecasting, performance monitoring, and the use of planning forms. and structures within the sales force

: Techniques for managing by objectives, using rewards and incentives, and conducting effective appraisals.

The text emphasizes that a sales manager must bridge the gap between individual selling skills and broader management responsibilities. Its primary goal is to provide step-by-step guidance on managing a diverse team to implement marketing strategies at the customer interface. Key Topics Covered

: Professionals in smaller, less structured organizations.