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Managing your Sales Force: A Motivational Approach (Response Books)
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ISBN
:
9780761934950
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Publisher
:
Sage Publications Pvt. Ltd
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Subject
:
Education, Business & Management
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Binding
:
PAPERBACK
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Pages
:
196
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Year
:
2006
₹
550.0
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484.0
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Description
This book highlights the importance of the salesperson in an organization and approaches the sales management function from the motivational dimension. Restoring the lost vocational esteem to the salespersonx2019;s job, the author Takes an integrated look at management decisions, both strategic and operational, and works out each as a motivator for the salesperson Emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives Highlights the importance of the behavioral transactions that have to take place for a sale to be successful Stresses the need to devise appropriate training programs for salespersons The author draws extensively from his personal and research experience to create easy-to-apply frameworks for various sales management functions.
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