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To improve distribution, pricing, merchandising, product advice,
monitoring competitive activity, smooth out delivery or
customer servicing problems.
Is a sales force needed? or can you use agents, telesales,
catalogues, etc. If needed what size and quality.
Organization. Territories, pre-planning, targets.
Changes and Development
- Sales forces have become smaller
- Salaries have been pegged back
- More emphasis on account planning
- Careful performance monitoring
Evaluation and Training.
Subject to more appraisal than other
employees. Use of M. B. O. Training is important.
Remuneration
- Commission only
- Salary + commission
- Salary + incentives
- Importance of fair targets
Marketing need to work closer with sales colleagues.
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