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Definition
| is concerned with managing a firm's personal selling function. |
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| Sales Teamwork Approach (1) |
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| Sales Teamwork Approach (2) |
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| Customer Relationship Management |
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| focus on influencing salespeople through communication processes to attain specific goals and objectives. |
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| include all aspects of the sales management process, such as recruiting, selecting, and training salespeople. |
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| concerned with day-to-day control of the salesforce under routine operating conditions |
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| A comprehensive, systematic, diagnostic, and prescriptive tool used to assess the adequacy of a firm's sales management process and to provide direction for improved performance and prescription for needed changes. |
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