Académique Documents
Professionnel Documents
Culture Documents
Motivation
Involvement
Feedback
Experienced Vs inexperienced sales
people
Accelerated learning
Who should train?
Sales managers as trainers
Experienced sales people as trainers
Training specialists
Using combinations of trainers
Motivating theories
Content theories
Process theories
Implications for sale management
Trust, subtlety and intimacy
Ambiguity and indirection
Drama, symbols and love
Organization by territories
Organization by products
Organization by customer groups
Organization by function
Organizing to serve National Accounts
Team selling
Organization
Changing organization structure
Route analysis
Management by objectives
Key elements of MBO
Making MBO work