: Practical methods for sales forecasting, performance monitoring, and the use of planning forms.
: Specialized guidance on distribution channels, desk research, and managing overseas agents or distributors. Target Audience The book is specifically written for: Sales Management (Marketing Series: Practitioner)
: Techniques for managing by objectives, using rewards and incentives, and conducting effective appraisals. : Practical methods for sales forecasting
: Roles, functions, and structures within the sales force, including territorial management. using rewards and incentives
: Detailed processes for selection, basic training, and ongoing field training.
The text emphasizes that a sales manager must bridge the gap between individual selling skills and broader management responsibilities. Its primary goal is to provide step-by-step guidance on managing a diverse team to implement marketing strategies at the customer interface. Key Topics Covered