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Vdocuments - MX 17-1-9 TH Edition Chapter 17 Management of The Sales Force Manning and Reece
Vdocuments - MX 17-1-9 TH Edition Chapter 17 Management of The Sales Force Manning and Reece
CHAPTER 17
MANAGEMENT OF
THE SALES
FORCE
STRUCTURE
CONSIDERATION
SITUATIONAL LEADERSHIP
1. Regular planning
2. Expectations clearly
communicated
3. Prompt, firm decisions
4. Regular performance
appraisals
1. New or established
territory
2. New or well-established product
3. Work independently or closely
with manager
4. Likelihood of travel,
transfer, promotion
1. Within company
2. Colleges and universities
3. Trade and consumer
advertising
4. Employment agencies
5. Internet services/searches
EXTERNAL MOTIVATION
-- Sales contests, incentive plans, cash bonuses
-- Actions taken by firm to reward sales
performance