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Technical note
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Reference no. 505-056-6
Subject category: Marketing
Authors: Antonio Fernandez (EADA Business School)
Published in: 2005
Length: 14 pages
Data source: Generalised experience
Topics: Marketing; Sales

Abstract

The teaching objective is to introduce the participant to the different tasks involved in being a sales director. It defines the following aspects and explains how to develop them: (1) sales strategies; (2) sales planning; (3) sales organisation; (4) recruitment of the sales staff; (5) training the sales force; (6) motivation and renumeration of the sales force; and (7) control of the sales activities. It has been designed for use in management programmes such as sales management, marketing management and also general management. It clearly covers each of the points mentioned and it looks at their practical application in all types of companies both in the consumer sector as well as the industrial and services sectors. There is a Spanish translation available ‘E505-056-6’.

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Abstract

The teaching objective is to introduce the participant to the different tasks involved in being a sales director. It defines the following aspects and explains how to develop them: (1) sales strategies; (2) sales planning; (3) sales organisation; (4) recruitment of the sales staff; (5) training the sales force; (6) motivation and renumeration of the sales force; and (7) control of the sales activities. It has been designed for use in management programmes such as sales management, marketing management and also general management. It clearly covers each of the points mentioned and it looks at their practical application in all types of companies both in the consumer sector as well as the industrial and services sectors. There is a Spanish translation available ‘E505-056-6’.

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