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Supervising salespeople
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Principles of marketing: Lecture 37 provide students with knowledge about: sales force management; steps in the selling process; supervising salespeople; directing salesperson; motivating salesperson; motivating salespeople; evaluating salespeople;... Please refer to this lesson for details!
57p
hanlamcoman
26-11-2022
13
6
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Lecture Principles of Marketing: Lesson 38. After completing this section, you will understand the knowledge about sales force management, direct marketing, supervising salespeople, directing salesperson, motivating salesperson, organizational climate, positive incentives,...
57p
bachtudu
30-09-2021
32
5
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Chapter 6, training, motivating, compensating, and leading the salesforce. After studying this chapter you will be able: To understand sales training process; to learn importance, theories, and tools of motivation; to know objectives and designing of sales compensation plan; to understand views, styles, and skills of sales leadership; to know the methods used to supervise salespeople.
35p
shiwo_ding8
29-06-2019
33
4
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Chapter 17 help learners review the types of decisions firms face in designing a sales force; learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force; understand how salespeople improve their selling, negotiation, and relationship-building skills.
17p
namthangtinhlang_00
28-10-2015
86
6
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We know that sales results are activity driven. In an inside sales or prospecting initiative the focus is often on the number of dials, number of connects, number of proposals, etc. Although this strategy allows us to keep salespeople busy, it does not always put qualified prospects into the pipeline. Genuine prospecting requires that salespeople do more than just talk to a decision-maker. They have to make some headway into the relationship. They need to do some telling and some listening. They need to advance the sales process or determine that no advancement is reasonable right now.
0p
khanhchilam
01-04-2013
68
5
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Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills.
17p
em_van
31-08-2012
115
14
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