期刊名称：Buletin ştiinţific: Universitatea din Piteşti. Seria Ştiinţe Economice
印刷版ISSN：1583-1809
电子版ISSN：2344-4908
出版年度：2007
卷号：6
页码：157-166
语种：English
出版社：Publishing house of University of Pitesti, Romania
摘要：The marketing strategy and actions contain not only the sales market,but also the investors,the salesmen,the public investments and the society as a whole.A very expensive marketing tool is represented by the sales force,because for the recruitment of the buyers and keeping of the existing clients,much time is needed.Moreover,the sales force has the advantage that she is more efficient that any other publicity or offer,either in electronic or postal format.The salesman has to discuss face in face with the client,to listen to his wishes and try to respond to his questions and find the necessary solutions.So,the enterprises want the best sales force and the most important thing in not the cost of a salesman,but the cost in comparison with the benefits brought to the enterprises by the sales agent.A sales manager must organize the sales force so that all the necessary tasks are done well.The three major tasks involved in implementing a sales plan are (1) sales force recruitment and selection,(2) sales force training,and (3) sales force motivation and compensation.It is important to hire good,well-qualified salespeople.But the selection in salespeople is a hit-or-miss affair-done without serious thought about exactly what kind of person the firm needs.A salesperson needs to be taught-about the company and its products,and about giving effective sales presentations.The idea that good salespeople are born may have some truth-but it isn't the whole story.The company's sales training program should cover at least the following areas: (1) company policies and practices,(2) product information,and (3) professional selling skills.Once a firm decides on the general level of compensation,it has to set the method of payment.There are three basic methods of payment: (1) straight salary,(2) straight commission,or (3) a combination plan.
