What sales managers need to do to manage their sales force successfully. Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

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Answer 1

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Chapter 20.3, Problem 1PC

Summary Introduction

To discuss: What sales managers need to do to manage their sales force successfully.

Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

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Answer 2

Question

Chapter 20.3, Problem 1PC

Summary Introduction

To discuss: What sales managers need to do to manage their sales force successfully.

Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

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Answer 3

Question

Chapter 20.3, Problem 1PC

Summary Introduction

To discuss: What sales managers need to do to manage their sales force successfully.

Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

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Answer 4

Question

Chapter 20.3, Problem 1PC

Summary Introduction

To discuss: What sales managers need to do to manage their sales force successfully.

Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

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Answer 5

Chapter 20.3, Problem 1PC

Summary Introduction

To discuss: What sales managers need to do to manage their sales force successfully.

Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

Answer 6

Chapter 20.3, Problem 1PC

Summary Introduction

To discuss: What sales managers need to do to manage their sales force successfully.

Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

Answer 7

Chapter 20.3, Problem 1PC

Summary Introduction

To discuss: What sales managers need to do to manage their sales force successfully.

Introduction: Sales management is an integrated activity, which involves the planning, control of personal selling activities, and directions. The activities such as recruiting, selecting, training, motivating, compensating, and evaluating the performance also come under sales management.

Answer 8

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Answer 10

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Answer 11

Ch. 20.2 - Prob. 1PC Ch. 20.2 - Prob. 2PC Ch. 20.3 - Prob. 1PC Ch. 20.3 - Prob. 2PC Ch. 20.4 - Prob. 1PC Ch. 20 - Prob. 1MA Ch. 20 - Prob. 2MA Ch. 20 - Prob. 3MA Ch. 20 - Prob. 4MA Ch. 20 - Prob. 5MA

Solution Summary: The author explains that sales management involves planning, control of personal selling activities, and directions. It is a rewarding yet complicated process. A successful sales manager knows how to motivate the sales team.

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