Various policies and procedures guide the firm’s activities directed at managing the sales force. Some of the key activities—recruiting, selecting, training, supervising, motivating, and evaluating sales representatives—are shown in Figure 14.4 and outlined in more detail in the next sections.
At the heart of any successful sales force are appropriately selected representatives. It’s a great waste to hire the wrong people. The average annual turnover rate of sales reps for all industries is almost 20 percent. Sales force ...
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