Free Sales management Essays and Papers

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  • Sales Force Management

    1431 Words  | 6 Pages

    Sales Force Management Proper training for a sales force is vital to the success of the individual as well as the team. According to Spiro, Stanton, and Rick, “The salesperson’s product knowledge, understanding of customer needs, and selling skills are directly related to the amount of training he or she receives” (2004, p. 190). This paper will discuss such instances encountered by Imaginative Staffing, Inc., summarize the case study presented in Management of a Sales Force, and answer questions

  • Sales Management Case Study

    731 Words  | 3 Pages

    At this moment sales management is arguably one of the most challenging yet rewarding of all possible careers. In today’s highly competitive markets, sales managers are trying and testing new ideas, new sales channels and new technologies to develop mutually profitable relationships with customers. At the same time, technological advances, buyer behaviour and managerial creativity are dramatically changing the way “sales managers understand, prepare for and accomplish their jobs” (Johnston & Marshall

  • Sales Personnel Management

    1179 Words  | 5 Pages

    relevance as well as achieve set targets and strategic objectives. One of the aspects business management is sales personnel management. This is an important business aspect that can lead to efficiency, as well as effectiveness in business, if executed accordingly. This study will seek to analyze the various tools and techniques used in sales personnel management. Management Techniques Personnel management encompasses a deep interest in the well-being of an organization’s personnel as well as their

  • Marketing Strategies For Selling And Sales Management

    730 Words  | 3 Pages

    Summary Although there is an abounding practice of research in selling and sales management, a considerable amount of knowledge rests on theories and paradigms that were forward-thinking in past decades. In order to keep up with a demanding marketplace, the paradigms and theories will need revision. According to authors Rackham and DeVincentis: Sales forces are caught in the middle. On one side, their customers have changed dramatically in terms of how they purchase and what they expect. On the other

  • Sales Management Essay

    1332 Words  | 6 Pages

    Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. The sales management process monitors and measures each staff member's ability to either support sales or do the actual selling to customers. An effective sales management strategy includes setting goals

  • Time Management In Sales Case Study

    873 Words  | 4 Pages

    Time management in sales is extremely important for us; this is because a lot of sales will work like trial and error being that the more people you can quote the more likely you are to make sales. That is the main reason that managing time in sales is so important. Another reason that managing time is important is because if everyone took 30 mins to give someone a quote then there are going to be a lot of people on hold trying to get through to us and this would result in a large percentage of them

  • Ethical Responsibility of Sales Managers

    961 Words  | 4 Pages

    Introduction This paper will discuss how a sales manager can address ethical issues in a socially responsible way. In order to accomplish this, current ethical issues related to sales management, both foreign and domestic, will be discussed regarding an organization based in the United States. Analogies and experiences will also be discussed as they relate to study findings. In addition, the relevance of these findings to the argument made regarding solving the problem of ethical issues will

  • Diagnostic Services Inc.: Case Study: Diagnostics Services Inc.

    1271 Words  | 6 Pages

    and not much has been done too significant of the sales in the first year with twelve sales representatives. They will have to be clear about their visions and sales strategies to increase the sales in the next year to remain in the competition of market forces. Hiring a sales manager for managing the sales force is a crucial step by the company as it will bring stability to the operations and will bring the stability in the operations as the sales representative will get the direction to do their

  • Markov Analysis and Planning

    1519 Words  | 7 Pages

    their Sales Part-Time (SP) and Assistant Sales Manager (ASM) positions. The company retains 60% of their SPs and 80% of their ASMs. While the organization retains 70% of their Regional Sales Managers (RSM), they lose 30% in turnover. The retention rate for RSMs is high, but the total number of employees in this position within the company is lower than other job categories resulting in the highest turnover rates in the company. The job category with the total highest exit rate is the Sales Full-Time

  • Career Development Plan

    1248 Words  | 5 Pages

    program is to develop the training and mentoring needs of the current sales staff along with the acquired team from EnviroTech. The first step in managing a new training and mentoring program is to determine the training needs and set objectives for these needs. During the initial assessment phase of the program, it is necessary to outline the goals that the management team feels is necessary to improve the effectiveness of the sales team as well as develop a process to work more effectively. E.A