Abstract
The effectiveness of the sales force is a critical success factor in meeting or exceeding company goals. Having read this chapter, you should have a good understanding of the typical performance issues and the overall tasks and responsibilities of sales directors. Moreover, you will know which vital success factors and abilities are needed by “ideal salespersons”, and how to build a “winning sales team”. In the latter case, you will become familiar with four distinctive roles that are essential to cover when building a successful sales team: (1) sales manager, (2) sales representative, (3) key account manager, and (4) the service and back office. A profile and the “do’s and don’ts” of each role is outlined. Finally, as the importance of teamwork in sales increases, you will be provided with the key factors of successful team work.
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