Section 5
Managing the Sales Force
Book
Version 3
By Boundless
By Boundless
Boundless Marketing
Marketing
by Boundless
5 concepts
Creating Sales Force Structure, Territories, and Goals
Creating the proper sales force structure, territoires, and goals leads to customer, sales force and firm satisfaction.
![Thumbnail](../../../../../../figures.boundless-cdn.com/11548/raw/job-interview.jpg)
Recruiting and Selecting Salespeople
Salespeople who have the best characteristics, and who fit the company ethos, should be chosen during the recruitment process.
![Thumbnail](../../../../../../figures.boundless-cdn.com/11547/square/e-learning-orientation-004.jpeg)
Sales Training
In general, training provides many diverse benefits both to the company as well as to the salesperson.
![Thumbnail](../../../../../../figures.boundless-cdn.com/11083/square/10-17-20at-2011.04.51-20am.jpg)
Motivating and Compensating Salespeople
Employees are best motivated through effective job design, equitable compensation, and treatment as stakeholders in the company.
![Thumbnail](../../../../../../figures.boundless-cdn.com/11085/square/10-17-20at-2011.08.33-20am.jpg)
Measuring Sales Force Performance
Appraisals are the common form of measuring how well an employee performed compared to a set of stated objectives; feedback communicates these evaluations.