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A study on sales force management the case of Toyota Giai Phong from 2002 to 2006

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A study on sales force management the case of Toyota Giai Phong from 2002 to 2006

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. Phong. The data and information are collected from Toyota Giai Phong and Toyota Vietnam. 9. EXPECTED RESULTS: Study on sales force management theory and analyze the case of Toyota Giai Phong to. the case of Toyota Giai Phong from 2002 to 2006 is aimed to study and propose solutions to improve sales force management at Toyota Giai phong and can be applied for other dealers of Toyota. method in a case study. 7. SIGNIFICANCE: The thesis study and analyze sales force management at Toyota Giai Phong to propose solutions to develop sales force management at Toyota Giai Phong. Propose

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Mục lục

  • COVER

  • TABLE OF CONTENT

  • LIST OF FIGURES

  • LIST OF TABLES

  • LIST OF CHATS

  • INTRODUCTION

  • CHAPTER 1: SALES FORCE MANAGEMENT

  • 1.2. FORMULATION OF A STRATEGIC PROGRAM

  • 1.2.1. Sets goals and objectives

  • 1.2.2. Demand estimation

  • 1.2.3. Determines sales force size and structure

  • 1.2.4. Sales territories

  • 1.2.5. Quotas setting

  • 1.3. IMPLEMENTATION OF THE SALES PROGRAM

  • 1.3.1. Sales force recruitment and selection

  • 1.3.2. Sales training

  • 1.3.3. Sales Motivating

  • 1.3.4. Designing compensation and incentive programs

  • 1.4. MEASURING SALES FORCE

  • 1.4.1. Measuring Sales Force Productivity Drivers

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