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GLOBAL MARKETING

GLOBAL MARKETING . Sales Force Management. Sales Force Objectives & Strategy. Sales volume Profitability targets Customer satisfaction Customer relationships. Sales Force Structure & Size. Direct vs. contractual sales force Territorial Product Market Complex.

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GLOBAL MARKETING

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  1. GLOBAL MARKETING Sales Force Management

  2. Sales Force Objectives & Strategy • Sales volume • Profitability targets • Customer satisfaction • Customer relationships

  3. Sales Force Structure& Size • Direct vs. contractual sales force • Territorial • Product • Market • Complex

  4. Size considerations are based on workload: • Customers’ needs (based on annual sales volume) • Call frequencies • Average # of calls a sales rep can make per year

  5. Sales Force Compensation • Fixed amount • Variable amount • Expense allowances • Benefits

  6. Managing the Sales Force • Recruitment & selection • Training • Supervising • Motivating • Evaluating

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