suggested 4-6 slides plus explanatory notes) – you must explain the methods of organising and controlling a sales force in line with corporate objectives. AND explain the role customer database management has to play in effective sales management and in the meeting of corporate objectives. This section should be quite self-explanatory but please ensure that you answer the two aspects of the question fully with appropriate research via ebooks,etc and full Harvard referencing – a common downfall is candidates trying to answer this section without having read around the necessary background. In organising and controlling a salesforce you should be looking at territory design for example and in controlling sales output such aspects as performance against targets, management by objectives, etc. Database management along the lines of client records, etc.
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