Managing the Sales Force
Liczba stron: 0
Dodał/a książkę:Wojciech Polak
This book highlights the importance of the salesperson in any organization and approaches the sales management function from a motivational standpoint. Drawing extensively from his personal and research experience, the author creates an easy-to-apply frameworks for various sales management functions. Managing Your Sales Force: - takes an integrated look at management decisions, both strategic and operational, and works out the motivators for each from a sales force perspective; " emphasises the need for managers to motivate their staff, beyond the commonly used monetary incentives; " highlights the importance of the behavioural transactions that have to take place for a sale to be successful; " stresses the need to devise appropriate training programmes for individuals within any sales team.
Greg Pak, David Lapham, David López, Matteo Buffagni, Andre Arujo, Roberto de la Torre