: Techniques for managing by objectives, using rewards and incentives, and conducting effective appraisals.
: Roles, functions, and structures within the sales force, including territorial management. Sales Management (Marketing Series: Practitioner)
The text emphasizes that a sales manager must bridge the gap between individual selling skills and broader management responsibilities. Its primary goal is to provide step-by-step guidance on managing a diverse team to implement marketing strategies at the customer interface. Key Topics Covered : Techniques for managing by objectives, using rewards
: Those looking for a structured plan to improve sales operations. Sales Management (Marketing Series: Practitioner) [Paperbac : Techniques for managing by objectives
: Specialized guidance on distribution channels, desk research, and managing overseas agents or distributors. Target Audience The book is specifically written for: