Sales force management

... the best way to motivate a salesforce?How can you systematically design a motivation system? 3Three Major Determinants of MotivationEnvironmental conditionsThe firm’s management policiescompensationsupervisiontask ... taskExpectancy Principle: salespeople choose a level of effort based on the expected payoffs of alternative effort levelsMost popular model of motivation (at least a...

Ngày tải lên: 23/10/2012, 10:25

... profitability helps the sales force to target prospects that have the potential for being profitable; this is a plus for the company and for the sales force because customer churn dilutes sales productivity ... d. Sales Strategy 2. Structure and Staffing a. Sales Force Sizing b. Sales Operations c. Major or Strategic Accou...

Ngày tải lên: 19/02/2014, 14:20

... which are the xiv Understrength Air Force Officer Career Fields: A Force Management Approach basic components of force management. This systemic disconnect in force management lies at the root of ... Air Force Deputy Chief of Staff for Warfighting Integration AFAS Air Force Assignment System AFB Air Force Base AFI Air Force Instruction AFIT Air Force Institute of Techno...

Ngày tải lên: 23/03/2014, 02:20

... QUALITY MANAGEMENT TECHNIQUES TO THE APTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE DISCIPLINE OF SALES LEAD MANAGEMENT DISCIPLINE OF SALES LEAD MANAGEMENTDISCIPLINE OF SALES LEAD MANAGEMENT DISCIPLINE ... number of leads for each sales agent per Sales TQM Page 1 AD ADAD ADAPTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE APTING TOTAL Q...

Ngày tải lên: 23/03/2014, 12:20

... Part IISALES FORCE ACTIVITIESChapter 3 :Sales Opportunity in Management Sales Opportunity ManagementGeneratingNew AccountsManagingExistingAccountsPersonalTimeManagementSales VersusProfits Generating ... Call ($105,470/615) $171.50 Sales Opportunity ManagementKey to ProductivityBreakeven Sales Volume(Cost per Call) x (Number of Calls to Close )Sales Calls as a % of Sales Table 3...

Ngày tải lên: 23/10/2012, 10:25

... ĐỀ CƯƠNG CHI TIẾT QUẢN TRỊ BÁN HÀNG (SALES MANAGEMENT) 1. Thông tin chung về môn học - Tên môn học: QUẢN TRỊ BÁN HÀNG (SALES MANAGEMENT) - Mã môn học: - Số đvht: 3 - Loại môn

Ngày tải lên: 01/04/2013, 16:26

... THAM KHẢO  Professional Sales Management (Anderson, Hair & Bush)  Sales Force Management (Churchill, Ford, Walker, Johnston) & Tanner)  Sales Force: A Sales Management Stimulation Game ... Sales Manager/ Deputy Sales Manager (directly supervise sales force) Phó phòng bán hàng Assistant Sales Manager/ Deputy Sales Manager (directly supervise sales for...

Ngày tải lên: 12/12/2013, 15:36

... © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 110 Time Management For Sales Professionals In addition, Time Management For Sales Professionals will provide you with a clear picture of: ... effective routine. Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 10 Time Management For Sales Professionals energy as you can. But regardless of how much effort yo...

Ngày tải lên: 22/12/2013, 03:15

... definition of sales management and the individual interpretation of what needs to be done are crucial to sales success. Successful sales management will: WHAT IS SALES MANAGEMENT? 13 » always rate sales ... norm. 04.10.03 Evolution of Sales Management Management is an ancient art. Chapter 3 comments and looks at the roots and development of modern sales management. » Ma...

Ngày tải lên: 30/12/2013, 00:57

... Aircraft Commodities Sustainment Group AFKS Air Force Knowledge System AFMC Air Force Materiel Command AFMC/FM Air Force Materiel Command Financial Management ALC Air Logistics Center AMC Acquisition ... private sector that the Air Force could adapt to its purchasing activities. To demonstrate the benefits of improved purchasing and supply management in an Air Force setting, the...

Ngày tải lên: 17/02/2014, 22:20