期刊名称：Studies and Scientific Researches: Economics Edition
印刷版ISSN：2066-561X
电子版ISSN：2344-1321
出版年度：2016
页码：89-94
DOI：10.29358/sceco.v0i0.349
语种：English
出版社：University of Bacău
摘要：Building an effective sales force starts with selecting good salespeople,but good salespeople are very difficult to find.The reason for this is that most sales jobs are very demanding and require a great deal from the salesperson.There are many different types of sales jobs.Before it can hire salespeople,each company must do a careful job analysis to see what particular types of selling and other skills are necessary for each sales job.One task of the market planner is to establish clear objectives each year for the entire sales force,for each region,each sales office,and each salesperson.Sales jobs are different from in-house jobs in some significant ways.Nevertheless,each company must continually work on building and maintaining an effective sales force using the following steps: recruitment,selection,training,compensation and evaluation of each salesperson.
