Published by:
Harvard Business Publishing
Length: 8 pages
Topics:
Employee training; Sales management
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Abstract
Sales management training and development programs often fail to give a clear concept of what managing really is. Consequently, sales managers concentrate on the non-managing elements of their positions, rather than managing activities. The sales managers'' effectiveness in getting results through sales personnel is essential to the marketing effort and significantly affects a company''s profit and loss.
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Abstract
Sales management training and development programs often fail to give a clear concept of what managing really is. Consequently, sales managers concentrate on the non-managing elements of their positions, rather than managing activities. The sales managers'' effectiveness in getting results through sales personnel is essential to the marketing effort and significantly affects a company''s profit and loss.