Considerations upon sales force management

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Codruţ Dura: University of Petroşani, Romania

Annals of the University of Petrosani, Economics, 2004, vol. 4, 75-82

Abstract: Sales management involves sales planning (the process of establishing a broad set of goals, policies and procedures for achieving objectives), organizing the sales function (by establishing sales organizations structured geographically, by product types, by market or customer classes, or by function), staffing the sales function (including recruiting salespeople and interviewing, testing and hiring them), directing the sales force (via training and motivating) and evaluating and controlling sales force performance and satisfaction.

Keywords: sales management; sales budgets; sales territories; sales-force quotas; geography-based sales organization; product-line sales organization; market- or customer-based sales organization; function-based sales organization; staffing the sales function; directing the sales force. (search for similar items in EconPapers)
Date: 2004
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