MAIN TASKS INVOLVED IN SALES FORCE MANAGEMENT

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abhishreshthaa

Abhijeet S
MAIN TASKS INVOLVED IN SALES FORCE MANAGEMENT:

1. Determination of personal selling objectives

2. Formulation of sales policies


3. Structuring the sales force.


4. Decide sales force size.


5. Fixing targets and quotas.


6. Selection, recruitment and training.


7. Managing sales force compensation, motivation and supervision.


8. Sales communication and reporting.


9. Sales co-ordination and control.
 
Identifiable sales force management processes

1) Setting targets and objectives based on inputs

2) Assigning factors responsible for achieving objectives

3) System management to control uncertain environments

4) Ensuring objectives are being achieved within time limit
 
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