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ANOVERVIEWOFCONTEMPORARYSALESMANAGEMENT3
1.PLANNING:3
2.IMPLEMENTATION:4
3.EVALUATIONANDCONTROL:4
ANOVERVIEWOFPERSONALSELLIN5
1.ALTERNATIVESELLINGTECHNIQUES5
2.PROSPECTING6
3.THEPREAPPROACH7
4.QUALIFYINGTHEPROSPECT:7
5.THEAPPROACH7
6.THEPRESENTATION8
7.MEETINGOBJECTIONS9
8.CLOSE9
9.FOLLOW-UPCAREERSTAGES10
CORPORATEBUSINESSANDMARKETINGSTRATEGIES11
1.PORTER'STYPOLOGYOFCOMPETITIVESTRATEGIES12
2.MILESANDSNOWCOMPETITIVESTRATEGYTYPOLOGY12
ACCOUNTMANAGEMENTANDACCOUNTCOVERAGESTRATEGIES14
1.COMMUNICATIONTASKSAPPROPRIATEFORPERSONALSELLING15
2.PARTICIPANTSINTHEORGANIZATIONALBUYINGPROCESS16
ORGANIZINGTHEACTIVITIESOFSALESMANAGERSANDSALESPEOPLE17
1.ECONOMICMETHODOFDETERMININGIFOUTSIDEAGENTSAREAPPROPRIATE18
2.CONTROLANDSTRATEGICCRITERIAFORDETERMININGIFACOMPANYSALESFORCESHOULDBEUSED18
3.HORIZONTALORGANIZATIONALSTRUCTURES19
ALLOCATINGSELLINGEFFORTANDDESIGNINGSALESTERRITORIES22
STAFFINGTHESALESFORCE:RECRUITMENTANDSELECTION24
1.CONTENTOFTHEJOBDESCRIPTION24
2.METHODSFORDECIDINGONSELECTIONCRITERIA25
3.SOURCESOFRECRUITS25
CONTINUALDEVELOPMENTOFTHESALESFORCE:SALESTRAINING27
SALESFORCEMOTIVATION30
MANAGINGSALESFORCEREWARDSYSTEMS33
LEADERSHIP36
DEMANDASSESSMENTANDSALESQUOTAS40
EVALUATIONANDCONTROL45
PERFORMANCEEVALUATION48
ACKNOWLEDGEMENTS50

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