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Considerations upon sales force management

Author

Listed:
  • Codruţ Dura

    (University of Petroşani, Romania)

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.

Suggested Citation

  • Codruţ Dura, 2004. "Considerations upon sales force management," Annals of the University of Petrosani, Economics, University of Petrosani, Romania, vol. 4, pages 75-82.
    • Handle: RePEc:pet:annals:v:4:y:2004:p:75-82
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