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Improving the Effectiveness of a Sales Force
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This 4 page paper looks at some of the ways in which an organization may be able to improve the effectiveness of the sales force. Four key areas which may lead to improvement are identified; utilization of information about customers and the sales, standardization of sales processes and systems, skills of employees and motivation. The four areas are discussed in general, and then considered in the context of a large international company; IBM. The bibliography cites 3 sources.
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Pages:
4
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Filename:TS14_TEsalesfef.doc |
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Paper Title:
Improving the Effectiveness of a Sales Force
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