17 Management of the Sales Force
Source: Michael Ahearne
Learning Objectives
When you finish reading this chapter, you should be able to
17.1 Describe how leadership skills can be applied to sales management
17.2 List and discuss the qualities of an effective sales manager
17.3 Discuss recruitment and selection of salespeople
17.4 Describe effective orientation and training practices
17.5 Explain effective sales force motivation practices
17.6 Develop an understanding of selected compensation plans
17.7 List and discuss criteria for evaluating sales performance
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