Published by:
Harvard Business Publishing
Length: 8 pages
Share a link:
https://casecent.re/p/48538
Write a review
|
No reviews for this item
This product has not been used yet
Abstract
Effective sales management achieves a balance among four key areas: defining the role of personal selling, deploying the sales force, managing the accounts, and understanding the selling costs. Because sales depend on the customer, management's overall concern should be managing the customer, not the sales force.
About
Abstract
Effective sales management achieves a balance among four key areas: defining the role of personal selling, deploying the sales force, managing the accounts, and understanding the selling costs. Because sales depend on the customer, management's overall concern should be managing the customer, not the sales force.