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Essay text:
Sales forces are found throughout the business environment from the insurance industry to college
recruiting -- and just about everything in between.
According to author Philip Kotler, sales personnel serve as the company's personal link to its customers (p. 620). Kotler asserts that "the sales representative is the company to many of its customers" since it is the salesperson who delivers information to the customer (p. 620). Therefore, a company must carefully consider how to design and manage its sales force in order to be successful in the marketplace. This paper discusses how businesses should design a sales force and how managers can effectively manage that sales force...
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Common topics in this essay:
- Case Study on Japan Sales Force
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