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Describe the functions of sales management. Sales management is a critical area of marketing that performs several important functions. Sales managers set overall company sales goals and define the sales process most effective for achieving those goals. They determine sales force structure based on geographic, product, functional, or customer variables. Managers develop the sales force through recruiting and training. Sales management motivates the sales force through compensation planning, motivational tools, and effective sales leadership. Finally, sales managers evaluate the sales force through salesperson feedback and other methods of determining their performance.
1. What kinds of sales management opportunities are available at Amway and Quixtar? Use the companies' Web sites (https://www.amway.com; https://www.quixtar.com) to research one of these companies and determine its sales process, sales force structure, and how it recruits and trains its salespeople.
2. How does each of the sales management functions contribute to a successful, high performing sales force?
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Barbara purchased a piece of real estate last year for 85,000. The real estate is now worth 102,000. If Barbara needs to have a total return of 25 percent during the year then what is the dollar amount of income that she needed to have reached her..
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A large firm expects to require this product for the next 10 years at a rate of at least 140 per year. Fixed ordering cost is $30 and holding costs are based on 18-percent annual interest rate. What should be the size of the order?
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