Sales Force Management

An overview of sales management the selling process - sales activities and careers formulation of a strategic sales programme environmental influences on sales programmes and performance marketing planning, sales programmes and account management policies organizing the selling effort demand estimation sales territories sales quotas implementation of the sales programme model of salesperson performance the salesperson's role perceptions personal characteristics and sales aptitude criteria for selecting salespeople sales force recruitment and selection sales training - objectives, techniques and evaluation motivating the sales force designing compensation and incentive programmes.