Please note: In order to keep Hive up to date and provide users with the best features, we are no longer able to fully support Internet Explorer. The site is still available to you, however some sections of the site may appear broken. We would encourage you to move to a more modern browser like Firefox, Edge or Chrome in order to experience the site fully.

Supporting your high street Find out how »
Managing your Sales Force : A Motivational Approach, Paperback / softback Book

Managing your Sales Force : A Motivational Approach Paperback / softback

Paperback / softback

Item not Available

Description

Salespersons occupy a vital position in most organizations yet they tend not to hold their profession in high esteem.

According to the author of this book, unless salespersons take pride in their work, they are unlikely to perform to the best of their abilities.

This, in turn, is bound to affect the organization in terms of both its growth and its profit.

Pingali Venugopal approaches the sales management function from the motivational dimension in order to revive the lost vocational esteem in the sales profession. Divided into two sections, this book - takes an integrated view of management decisions, both strategic and operational, and works out each as a motivator for the salespersons; - emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives; - highlights the importance of behavioural transactions that have to take place for a sale to be successful;- develops a framework to integrate the sales management function with the marketing mix so that there are no overlaps; and- stresses the need to devise appropriate training programmes for salespersons.

Information

£21.99

Item not Available
Item not Available
Sign in to add to wishlist
 
Free Home Delivery

on all orders

 
Pick up orders

from local bookshops

Information