Sales Force Management
An integrated approach to sales management has a direct effect on sales performance. As well as providing a thorough and up-to-date overview of the relevant theory and research evidence, this elective considers sales force management from a strategic perspective. Practical actions which sales managers can take to direct, influence and control sales staff are examined together with implementation issues such as sales force recruitment and selection, sales training, motivation and reward. Two more key aspects are evaluation and control of sales programmes
Contact Hours
This course is offered in 0 hours
This course is accessible through:-
Master in Business Administration
The Edinburgh Business School MBA, Heriot-Watt University has been ranked as Europe's Largest Distance Learning MBA and the second largest in the world by the Financial Times Newspaper survey of approximately 20 of the top global distance learning MBAs.
