sales management articles pdf

He guides, leads, and motivates the subordinates, so as to achieve the goals planned for the business. We realize that percent-to-quota is not the only measure of sales performance; thus, we include the adaptive selling and effort as behavioral outcomes that can be used as softer measures to determine salesperson performance. As consumer markets were saturated and competitions were increasing day by day so it was not easy to sell product without providing adequate information about the brand. Ethical and Social Issues Sales managers have ethical and social responsibilities. Line and staff sales organization is often found in large and medium sized firms, employing substantial numbers of sales personnel, and selling diversified product lines over wide geographic areas.

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