Since 2014
BUILDING AN EFFECTIVE SALES FORCE
Studies and Scientific Researchs. Economics Edition
View Archive Info| Field | Value | |
| Title |
BUILDING AN EFFECTIVE SALES FORCE
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| Creator |
Olariu, Ioana
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| Subject |
salespeople; recruitment; selection; training; evaluation
M41 |
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| Description |
Building an effective sales force starts with selecting good salespeople, but good salespeople are very difficult to find. The reason for this is that most sales jobs are very demanding and require a great deal from the salesperson. There are many different types of sales jobs. Before it can hire salespeople, each company must do a careful job analysis to see what particular types of selling and other skills are necessary for each sales job. One task of the market planner is to establish clear objectives each year for the entire sales force, for each region, each sales office, and each salesperson. Sales jobs are different from in-house jobs in some significant ways. Nevertheless, each company must continually work on building and maintaining an effective sales force using the following steps: recruitment, selection, training, compensation and evaluation of each salesperson.
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| Publisher |
Vasile Alecsandri University of Bacau
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| Contributor |
—
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| Date |
2016-06-30
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| Type |
info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion — |
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| Format |
application/pdf
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| Identifier |
http://www.sceco.ub.ro/index.php/SCECO/article/view/349
10.29358/sceco.v0i0.349 |
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| Source |
STUDIES AND SCIENTIFIC RESEARCHES. ECONOMICS EDITION; 2016: Special issue, June 2016
STUDII SI CERCETARI STIINTIFICE. SERIA STIINTE ECONOMICE; 2016: Special issue, June 2016 2344-1321 2066-561X |
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| Language |
eng
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| Relation |
http://www.sceco.ub.ro/index.php/SCECO/article/view/349/326
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| Rights |
Copyright (c) 2016 STUDIES AND SCIENTIFIC RESEARCHES. ECONOMICS EDITION
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