personal selling and sales force management ppt
Tài liệu Selling and Sales Management 8th edition doc
... budgeting; • salesforce organisation, salesforce size, territory design and planning; • salesforce selection, recruitment and training; • motivating the salesforce; • salesforce evaluation and control. Because ... five logical parts: Sales Perspective, Sales Envi- ronment, Sales Technique, Sales Management and Sales Control. Sales Perspective examines selling in its historical role and then views its place within ... responsibilities and preparation 225 8 Personal selling skills 247 9 Key account management 281 10 Relationship selling 307 11 Direct marketing 330 12 Internet and IT applications in selling and sales management 352 Part...
Ngày tải lên: 19/02/2014, 14:20
Sales force management
... least among sales force researchers) 9 Examples: E j V j M j Level of Performance 80% 60 48 If j=$200,000 in sales 40% 100 40 If j=$300,000 in sales 10% 80 8 If j=$400,000 in sales 26 Sales Manager ... what to do next 17 Sales Manager Objectives & Tools Objectives: Increase magnitude and accuracy of expectancies Increase accuracy of instrumentalities Understand and work with valences Key: reduce ... expectations pressure salespeople to meet them A role partner is anyone with a vested interest in how a salesperson does the job, such as: the boss, the customers, other executives, other salespeople and...
Ngày tải lên: 23/10/2012, 10:25
Book 1 – Ethical and Professional Standards, Behavioral Finance, and Private Wealth Management pptx
... Independence and Objectivity. Members and Candidates must use reasonable care and judgment to achieve and maintain independence and objectivity in their professional activities. Members and Candidates ... of each standard. Standards of Professional Conduct 2 I. PROFESSIONALISM A. Knowledge of the Law. Members and Candidates must understand and comply with all applicable laws, rules, and regulations ... Loyalty, Prudence, and Care. Members and Candidates have a duty of loyalty to their clients and must act with reasonable care and exercise prudent judgment. Members and Candidates must act...
Ngày tải lên: 07/03/2014, 04:20
Understanding High Performance Work Systems: The Joint Contribution of Economics and Human Resource Management pptx
... Logic and Flexible Production Systems in the World Auto Industry,” Industrial and Labor Relations, 48(2), January, 197-221. Milgrom, Paul and Roberts, John. 1992. Economics, Organization and Management. ... Jon; Ichniowski, Casey; and Shaw, Kathryn. 2002. “Social Capital and Organizational Change in High-Involvement and Traditional Work Organizations,” Journal of Economics and Management Strategy, ... substantial. A one standard deviation increase in such practices is associated with a 7.05 percent decrease in turnover and, on a per employee basis, $27,044 more in sales and $18,641 and $3,814 more...
Ngày tải lên: 17/03/2014, 08:20
ADAPTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE DISCIPLINE OF SALES LEAD MANAGEMENT ppt
Ngày tải lên: 23/03/2014, 12:20
Tài liệu The F100 Engine Purchasing and Supply Chain Management Demonstration - Findings from Air Force Spend Analyses pptx
... RAND research (Moore et al., 2002, and Moore et al., 2004) and other literature cited in this report. This work was conducted by the Resource Management Pro- gram of RAND Project AIR FORCE and ... by the Air Force and DLA, FYs 1999–2002 47 4.3. Percentage of Spares and Repairs for Cumulative Air Force Contract, Dollar, and NSN Bearings Spend, FYs 1999–2002 48 4.4. Air Force and DLA Spend ... Project AIR FORCE PSC Product and Service Code PSCM Purchasing and Supply Chain Management PSM Purchasing and Supply Management PW Pratt & Whitney RDTE research, development, and technical...
Ngày tải lên: 17/02/2014, 22:20
Air Force Service Procurement - Approaches for Measurement and Management pptx
... from www.rand.org as a public service of the RAND Corporation. 6 Jump down to document Visit RAND at www.rand.org Explore RAND Project AIR FORCE View document details This document and trademark(s) ... JUSTICE EDUCATION ENERGY AND ENVIRONMENT HEALTH AND HEALTH CARE INTERNATIONAL AFFAIRS NATIONAL SECURITY POPULATION AND AGING PUBLIC SAFETY SCIENCE AND TECHNOLOGY SUBSTANCE ABUSE TERRORISM AND HOMELAND SECURITY TRANSPORTATION ... doing business with the Air Force New initiatives Process and outcome metrics for specific initiatives, which may include • purchasing and supply management • management and oversight of acquisition...
Ngày tải lên: 06/03/2014, 20:20
Data Mining Techniques For Marketing, Sales, and Customer Relationship Management Second Edition phần 7 ppt
Ngày tải lên: 14/08/2014, 11:21
Data Mining Techniques For Marketing, Sales, and Customer Relationship Management Second Edition phần 9 pptx
Ngày tải lên: 14/08/2014, 11:21
Tài liệu Password Assessment and Management ppt
... running a Unix operating system and using an encryption algorithm that Crack supports. The traditional Unix standard is DES encryption, and this is what Crack is best at handling. However, in recent ... passwords and seeing if the result matches any of the encrypted passwords contained in the password file. The tools are surprisingly effective and easy to use. 3 - 18 Password Assessment and Management ... CPU. -makeonly and -makedict: Used for building Crack binaries and dictionaries. -kill filename: -remote: Internal options used to support networking. 3 - 2 Password Assessment and Management -...
Ngày tải lên: 10/12/2013, 14:16
Tài liệu Sams SQL Server 2005 Management and Administration Oct 2007 ppt
... special sales. For more information, please contact U.S. Corporate and Government Sales 1-800-382-3419 corpsales@pearsontechgroup.com For sales outside of the U.S., please contact International Sales international@pearsoned.com Editor-in-Chief Karen ... and transforming data and databases via SQL Server Management Studio and the newly created ETL tool, Integration Services. The chapter covers using packages to transfer data and to automate maintenance ... attack surface, apply- ing security to dimensions, and securing reports. This chapter goes above and 4 Microsoft SQL Server 2005 Management and Administration
Ngày tải lên: 17/01/2014, 00:20
Tài liệu Module 9: Memory and Resource Management ppt
... Resource Management 12 Implicit Resource Management 13 Explicit Resource Management 26 Optimizing Garbage Collection 36 Lab 9: Memory and Resource Management 48 Review 55 Module 9: Memory and ... Module 9: Memory and Resource Management 1 Overview ! Memory Management Basics ! Non-Memory Resource Management ! Implicit Resource Management ! Explicit Resource Management ! Optimizing ... Example of manual memory management C malloc and free functions C++ new and delete operators COM AddRef and Release reference counting methods Automatic Memory Management in the .NET Framework...
Ngày tải lên: 17/01/2014, 08:20
Tài liệu Text Editing and File Management ppt
... Accessories > and then click Notepad. Step 2 Once Notepad is open and on the desktop, type any a message within the editing area. Type just a few sentences and then click on the File menu and select ... created, edit, and moved from one location to another. Procedures Users manage and create files with an operating system. Some of these tasks would include updating, renaming, moving, and deleting. ... clicking on the Start button and then selecting Programs and then Windows Explorer. Note: An alternate way to open Windows Explorer is to right-click on the Start button and choose Explore. 2 -...
Ngày tải lên: 18/01/2014, 05:20
Tài liệu RF Signal Management Traditional Splitter/Combiner Installation and Cable Management ppt
... splitter/combiners and directional couplers. The directional coupler occupies the same space as the 2x1 splitter/combiner. RF Signal Management Traditional Splitter/Combiner Installation and Cable Management 6 www.adc.com ... cabinet cable management kit, it is important to understand the type of cable routing practice used within the office. If cables enter/exit the cabinet at the top of the cabinet and run in overhead ... multiple channel lineups or narrowcast insertion of telephony, PCS, network management or data services, demand two-way signaling and the development of a robust reverse path. At the same time, providing...
Ngày tải lên: 24/01/2014, 10:20
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