Titlebook: Sales Management; Theory and Practice Bill Donaldson Textbook 1998Latest edition Macmillan Publishers Limited 1998 Database Marketing.direc

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Choices in Salesforce Organisationsing selling effort. Before addressing the problem and the factors which influence management choice in organisational structure, two issues must be addressed and evaluated: first, the principles of organisational theory and practice as they relate to the salesforce, and second, a re-examination of

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Selling in International Marketselling in countries it has not dealt with before and has to cope with many different issues, such as culture, legal systems, currencies and documentation requirements. Moreover, it is likely that agents and distributors will be used more often in international markets simply because they are an effi

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Trainingtraining. Salespeople may not know certain things which could enable them to be more effective, they may not know enough of the right things or their knowledge may be incorrect or inappropriate for the changing demands of their selling job. In these circumstances, training will help the salesperson

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Leadership and Supervision refer not only to supervising and motivating subordinates but also to leadership in business vision, process innovation, quality and customer care (Donaldson, 1995). In this chapter, the importance of leadership in sales management is assessed by:

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Motivationn is discussed more extensively in this chapter because of its importance to the performance of salespeople. Ability and technique may make the difference to whether a sale is won or lost but the key factor in sales performance over time is motivation. The motivation problem is how to get salespeopl

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