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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 (www.amway.com ; 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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Services can be defined as separately identifiable, intangible activities which provide want-satisfaction when marketed to household consumers and/or industrial users.
A marketing plan is an essential tool for any marketer, providing direction for a brand, product or organization. A marketing plan describes the marketing environment, marketing objectives and marketing strategies.
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