Section 3 Salespeople Management: directing sales force operations (NIKE)

SALES AND PURCHASING MANAGEMENT COURSE (SUBJECT)

13. Explain the importance of recruitment and selection in the sales department (NIKE)

14. Explain why sales training is an important aspect of strategic sales management (NIKE)

15. How does sales leadership impact effective sales organization? (NIKE)

16. Explain how sales force compensation needs to be aligned to sales/marketing/organizational objectives (NIKE)

17. "Sales is all about effort." Discuss this statement and the factors which might influence the implication of this for the direction and management of the sales teams. (NIKE)

18. Describe and discuss the relevant metrics that a senior manager would be interested in in terms of sales force efficiency with respect to Total Quality Management in sales.(NIKE)