Sales force management

... the best way to motivate a salesforce?How can you systematically design a motivation system?3Three Major Determinants of MotivationEnvironmental conditionsThe firm’s management policiescompensationsupervisiontask ... taskExpectancy Principle: salespeople choose a level of effort based on the expected payoffs of alternative effort levelsMost popular model of motivation (at least among sales force researchers)8Expectancy-Value ... performance9Examples: EjVjMjLevel of Performance80% 60 48 If j=$200,000 in sales4 0% 100 40 If j=$300,000 in sales1 0% 80 8 If j=$400,000 in sales 10Valence/Value: VjValence is a composite of the utility...

Tài liệu Sales Force Optimization: A Self Assessment docx

... profitability helps the sales force to target prospects that have the potential for being profitable; this is a plus for the company and for the sales force because customer churn dilutes sales productivity ... d. Sales Strategy 2. Structure and Staffing a. Sales Force Sizing b. Sales Operations c. Major or Strategic Accounts d. Sales Support ... data, inaccurate reporting, and a host of other issues. Without actionable feedback, sales force management are forced to essentially guess at what actions to take. This dilutes coaching and can...

Understrength Air Force Officer Career Fields - A Force Management Approach ppt

... which are thexiv Understrength Air Force Officer Career Fields: A Force Management Approachbasic components of force management. This systemic disconnect in force management lies at the root of ... Air Force Deputy Chief of Staff forWarfighting IntegrationAFAS Air Force Assignment SystemAFB Air Force BaseAFI Air Force InstructionAFIT Air Force Institute of TechnologyAFMAN Air Force ... ManualAFMC Air Force Materiel Commandxxii Understrength Air Force Officer Career Fields: A Force Management ApproachAFMIA Air Force Manpower & InnovationAgencyAFOATS Air Force Officer...

ADAPTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE DISCIPLINE OF SALES LEAD MANAGEMENT ppt

... QUALITY MANAGEMENT TECHNIQUES TO THE APTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE DISCIPLINE OF SALES LEAD MANAGEMENT DISCIPLINE OF SALES LEAD MANAGEMENTDISCIPLINE OF SALES LEAD MANAGEMENT DISCIPLINE ... number of leads for each sales agent per Sales TQM Page 1 ADADADADAPTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE APTING TOTAL QUALITY MANAGEMENT TECHNIQUES ... BURWELLKEITH D. BURWELL SVP SALES, KALEIDICOSVP SALES, KALEIDICOSVP SALES, KALEIDICOSVP SALES, KALEIDICO Sales TQM Page 20 day (based on how many leads...

Sales opportunity in management

... Part IISALES FORCE ACTIVITIESChapter 3 :Sales Opportunity in Management Sales Opportunity ManagementGeneratingNew AccountsManagingExistingAccountsPersonalTimeManagementSales VersusProfitsGenerating ... Call ($105,470/615) $171.50 Sales Opportunity ManagementKey to ProductivityBreakeven Sales Volume(Cost per Call) x (Number of Calls to Close )Sales Calls as a % of Sales Table 3-2Selected Statistics ... ModelsDecision Models Sales Process ModelsABC Account Classification (Single Factor Model)Account Classif.# of Accounts(1)Total Accounts(2 )Sales (000)(3)Total Sales( 4)Total Calls per Classif. (5 )Sales ($)...

QUẢN TRỊ BÁN HÀNG (SALES MANAGEMENT)

... ĐỀ CƯƠNG CHI TIẾT QUẢN TRỊ BÁN HÀNG (SALES MANAGEMENT) 1. Thông tin chung về môn học - Tên môn học: QUẢN TRỊ BÁN HÀNG (SALES MANAGEMENT) - Mã môn học: - Số đvht: 3 - Loại môn...

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QUẢN TRỊ BÁN HÀNG SALES MANAGEMENT

... THAM KHẢOProfessional Sales Management (Anderson, Hair & Bush) Sales Force Management (Churchill, Ford, Walker, Johnston) & Tanner) Sales Force: A Sales Management Stimulation Game ... Sales Manager/ Deputy Sales Manager(directly supervise sales force) Phó phòng bán hàngAssistant Sales Manager/ Deputy Sales Manager(directly supervise sales force) Trưởng phòng bán hàng (Sales ... (Territorial sales force structure): vdCấu trúc theo sản phẩm (Product sales force structure): vdCấu trúc theo khách hàng (Customer sales force structure): vdCấu trúc phức hợp (Complex sales force...

Tài liệu Keith Rosen - Time Management for Sales Professionals pptx

... © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 110Time Management For Sales Professionals In addition, Time Management For Sales Professionals will provide you with a clear picture of: ... effective routine. Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 10 Time Management For Sales Professionals energy as you can. But regardless of how much effort you put forth, ... coaching session, I Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 101Time Management For Sales Professionals would ask him about the work he said he would have completed. He responded...

Ebook - Sales Management (Quản lý Bán hàng)

... deﬁnition of sales management and the individual interpretationof what needs to be done are crucial to sales success. Successful sales management will:WHAT IS SALES MANAGEMENT? 13» always rate sales ... norm.04.10.03Evolution of Sales Management Management is an ancient art. Chapter 3 comments and looks at theroots and development of modern sales management. » Management in the round» Sales management » ... specialized form of management such as sales management. SALES MANAGEMENT The evolution of the sales management role is not complicated. When-ever there have been teams of sales people they have...

Tài liệu The F100 Engine Purchasing and Supply Chain Management Demonstration - Findings from Air Force Spend Analyses pptx

... Aircraft Commodities Sustainment GroupAFKS Air Force Knowledge SystemAFMC Air Force Materiel CommandAFMC/FM Air Force Materiel Command Financial Management ALC Air Logistics CenterAMC Acquisition ... privatesector that the Air Force could adapt to its purchasing activities.To demonstrate the benefits of improved purchasing and supply management in an Air Force setting, the Air Force launched a dem-onstration ... original equipment manufacturerPAF Project AIR FORCE PSC Product and Service CodePSCM Purchasing and Supply Chain Management PSM Purchasing and Supply Management PW Pratt & WhitneyRDTE research,...

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