Chapter 5
Sales Management

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5.1 The Tasks of Sales Management 79
The tasks of sales management are to  1. Define sales goals and the sales process  2. Determine the sales force structure  3. Recruit and train the sales force  4. Compensate and motivate the sales force  5. Evaluate the sales force     80

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5.1.1 Defining Sales Goals and the Sales Process 80   Effective sales management begins with a determination of sales goals. Without goals to achieve, salesperson performance would be medioc ...