5 concepts
Creating Sales Force Structure, Territories, and Goals
Creating the proper sales force structure, territoires, and goals leads to customer, sales force and firm satisfaction.
Recruiting and Selecting Salespeople
Salespeople who have the best characteristics, and who fit the company ethos, should be chosen during the recruitment process.
Sales Training
In general, training provides many diverse benefits both to the company as well as to the salesperson.
Motivating and Compensating Salespeople
Employees are best motivated through effective job design, equitable compensation, and treatment as stakeholders in the company.
Measuring Sales Force Performance
Appraisals are the common form of measuring how well an employee performed compared to a set of stated objectives; feedback communicates these evaluations.