International sales and sales-management authority George Odiorne shows managers how to set sales objectives—and then reach them. He explains how to identify standards for managers and representatives; how to establish specific measures of performance; and how to develop mutually recognizable goals. The book helps managers improve their skills by clearly defining their roles, coordinating with marketing strategies and objectives, developing sales strategies, exerting control through goal setting, and solving problems through objectives. It also shows how to motivate a sales organization and manage human resources.
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