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Principles of Marketing, 17/e
book

Principles of Marketing, 17/e

by Philip T. Kotler, Gary Armstrong
January 2017
Beginner content levelBeginner
580 pages
160h 2m
English
Pearson
Content preview from Principles of Marketing, 17/e

Managing the Sales Force

We define sales force management as analyzing, planning, implementing, and controlling sales force activities. It includes designing sales force strategy and structure as well as recruiting, selecting, training, compensating, supervising, and evaluating the firm’s salespeople. These major sales force management decisions are shown in Figure 16.1 and discussed in the following sections. ...

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Publisher Resources

ISBN: 9780134492513