The second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.
Introduction - Week 5
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Avis
G
Apr 19, 2019
This course covers everything you need to know about sales force management. However, I am having a hard time getting everything graded to show the class is complete
OO
Aug 06, 2019
In-depth and very practical delivery of the course. Thank you
À partir de la leçon
Sales Force Evaluation
In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.
Enseigné par
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of Marketing
Suzanne C. Bal
Teaching Assistant Professor, Marketing
Emily C. Tanner, Ph.D.
Assistant Professor, Marketing