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The most difficult part of this process is the determination of job qualifications. A reason for this difficulty is because hiring affects a company's competitive advantage in the market as well as the amount of revenue. Additionally, there should be a set of hiring attributes that is associated with
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Job analysis is performed to specify the certain tasks that a salesperson is responsible for on a daily basis. It should identify what activities are deemed as being vital to the success of the company. Any person associated with the sales organization or the human resources department could carry
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Churchill mentioned that the antecedents of sales performance are based on the meta-analysis for the period 1918- 1982 (76 years of previous research work). He suggested five factors that influence a salesperson's job behaviour and performance along with different categories like skill level, role
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The Key
Performance Indicators indicate whether or not the sales process is being operated effectively and achieves the results as set forth in sales planning. It should enable the sales managers to take timely corrective action deviate from projected values. It also allows senior management to
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with more specific detail on how the objectives can be achieved through the actual sale of products and services. Sales is a recurring and periodical process (maybe 'daily'), hence, this can not be called as a project. Sales is a process and ideally a periodical activity.
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out the analysis, or it could be done by an outside specialist (Spiro, pp. 134–137). The person that is responsible for completing a job analysis should have an in-depth comprehension of the daily activities of the salespeople.
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An effective job description will identify compensation plans, size of workload, and the salespeople's duties. It is also primarily responsible for hiring tools such as application forms and psychological tests.
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Also, sales reports are made for internal use for top management. If other divisions’ compensation plan depends on final results, it is needed to present results of sales department's work to other departments.
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A company should be careful not to submit to discrimination in regards to employment. A number of qualifications (ethnic background, age, etc.) can not be used in the selection process of hiring.
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each sales job that is within a company. If an individual does not excel in their assigned territory, it could be due to external factors relating to that person's environment.
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Munyon, Timothy P.; Summers, James K.; Ferris, Gerald R. (2011). "Team staffing modes in organizations: Strategic considerations on individual and cluster hiring approaches".
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Sales reporting can provide metrics for sales management compensation. Rewarding the best managers without accurate and reliable sales reports is not objective.
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Churchill, Gilbert A.; Ford, Neil M.; Hartley, Steven W.; Walker, Orville C. (1985). "The
Determinants of Salesperson Performance: A Meta-Analysis".
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Spiro, Rosann L., Gregory A. Rich, and
William J. Stanton (2008), Management of a Sales Force, 12th Edition, McGraw-Hill Irwin, Boston, pp. 134-137.
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Spiro, Rosann L., Gregory A. Rich, and
William J. Stanton. Management of a Sales Force. 12. New York, NY: McGraw-Hill/Irwin, 2008. 49-51. Print.
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is a strategic document that outlines the business targets, resources and sales activities. It typically follows the lead of the
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This job analysis is then written in an explicit manner as a job description. The general information consists of:
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The three recruitment tasks used in sales management are job analysis; job description and job qualifications.
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perceptions, motivation, aptitude, personal factors, and organizational factors with three moderators.
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is the typical title of someone whose role is sales management. The role typically involves
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should have advanced reporting capabilities to satisfy the needs of different stakeholders.
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Finally, sales reports are required for investors, partners and government, so the sales
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1859:Types of products and services sold
1814:and the execution of a sales plan.
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2876:Doctor of Business Administration
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3014:Retail processes and techniques
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2013:Journal of Marketing Research
827:management information system
478:Chief human resources officer
111:Sales force management system
2209:Index of management articles
1896:evaluate the sales manager.
1862:Types of customers called on
821:Enterprise resource planning
649:Financial statement analysis
2845:Critical management studies
2708:Full range leadership model
1856:Organizational relationship
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2835:Certified Business Manager
2120:10.1016/j.hrmr.2010.07.002
2056:"OSP - Strategic Planning"
2025:10.1177/002224378502200201
1890:key performance indicators
1838:Recruitment of sales staff
1804:profit-based sales targets
1555:Promotional representative
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2703:Evidence-based management
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483:Chief information officer
315:Limited liability company
2957:Organization development
2713:Management by objectives
496:Chief technology officer
430:Mergers and acquisitions
400:Constitutional documents
225:Management of a business
2738:Social entrepreneurship
2698:Earned value management
1550:Promotional merchandise
1535:Out-of-home advertising
1324:Account-based marketing
556:Environmental economics
536:International economics
487:Chief marketing officer
473:Chief financial officer
468:Chief operating officer
464:Chief executive officer
425:International trade law
219:Business administration
2984:Systems science portal
2927:Management development
2922:Management cybernetics
2907:Executive compensation
2743:Sustainable management
2605:Information technology
2585:Environmental resource
1971:Sales force management
1778:performance indicators
1764:, through the sale of
1359:Horizontal integration
1125:International business
1110:Business judgment rule
455:Chief business officer
355:Annual general meeting
335:State-owned enterprise
325:Privately held company
27:Term in sales business
2947:Managerial psychology
2912:Management consulting
2733:Scientific management
2516:Customer relationship
2204:Outline of management
1780:of sales management.
1545:Product demonstration
1397:Corporate anniversary
801:Customer relationship
737:Business intelligence
699:Financial institution
674:International finance
624:Cash conversion cycle
531:Development economics
492:Chief product officer
240:Management accounting
2942:Managerial economics
2902:Corporate governance
2809:Oliver E. Williamson
2688:Collaborative method
2158:at Wikimedia Commons
1892:of the sales force.
1667:improve this article
1560:Visual merchandising
1490:Behavioral targeting
1364:Vertical integration
1344:Influencer marketing
742:Business development
586:Economic development
348:Corporate governance
245:Financial accounting
73:Request for proposal
2804:Eliyahu M. Goldratt
1986:Business portal
1510:In-game advertising
1500:Display advertising
1376:Promotional content
1152:Business statistics
1135:International trade
1120:Business operations
816:Electronic business
721:Types of management
609:Financial statement
591:Economic statistics
459:Chief brand officer
415:Corporate liability
330:Sole proprietorship
310:Joint-stock company
177:Business portal
106:Sales effectiveness
2967:Pointy-haired Boss
2917:Management control
2753:Virtual management
1827:strategic planning
1788:talent development
1682:"Sales management"
1593:Marketing research
1530:Online advertising
1520:Native advertising
1515:Mobile advertising
1467:Sex in advertising
1284:Consumer behaviour
1115:Consumer behaviour
917:Product life-cycle
704:Capital management
669:Managerial finance
360:Board of directors
157:Price undercutting
136:Client Acquisition
115:Sales intelligence
83:Sales presentation
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1472:Underwriting spot
1447:Product placement
1427:On-hold messaging
1417:Loyalty marketing
1334:Product marketing
1329:Digital marketing
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1095:Business analysis
664:Corporate finance
634:Capital budgeting
571:Knowledge economy
365:Supervisory board
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1130:Business model
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839:Human resource
836:
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781:Communications
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581:Macroeconomics
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566:Market economy
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420:Insolvency law
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395:Commercial law
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370:Advisory board
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2986:
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2952:Managerialism
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2898:
2897:Collaboration
2895:
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2800:
2799:Peter Drucker
2797:
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2782:
2779:
2777:
2774:
2772:
2769:
2768:
2766:
2760:
2754:
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2749:
2748:Team building
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2333:
2330:
2328:
2327:Communication
2325:
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2320:
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2313:
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2309:
2307:
2303:
2299:
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2292:
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2099:
2093:
2091:
2089:
2087:
2083:
2077:
2074:
2062:on 2011-08-12
2061:
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2018:
2014:
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1837:
1835:
1832:
1831:business plan
1828:
1824:
1820:
1815:
1813:
1809:
1805:
1797:
1795:
1791:
1789:
1785:
1784:Sales manager
1781:
1779:
1775:
1771:
1767:
1763:
1759:
1755:
1751:
1747:
1737:
1734:
1726:
1723:December 2021
1715:
1712:
1708:
1705:
1701:
1698:
1694:
1691:
1687:
1684: –
1683:
1679:
1678:Find sources:
1672:
1668:
1662:
1661:
1656:This article
1654:
1650:
1645:
1644:
1634:
1629:
1627:
1622:
1620:
1615:
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1611:
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1589:
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1585:
1579:
1578:
1571:
1570:Word-of-mouth
1568:
1566:
1563:
1561:
1558:
1556:
1553:
1551:
1548:
1546:
1543:
1541:
1540:Point of sale
1538:
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1300:
1299:Effectiveness
1297:
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1131:
1128:
1126:
1123:
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1118:
1116:
1113:
1111:
1108:
1106:
1105:Business plan
1103:
1101:
1098:
1096:
1093:
1092:
1089:
1084:
1083:
1076:
1073:
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1068:
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1061:
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1056:
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1043:
1041:
1038:
1036:
1035:Communication
1033:
1031:
1028:
1026:
1023:
1022:
1016:
1015:
1008:
1005:
1003:
1000:
996:
995:administrator
993:
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988:
986:
983:
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976:
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913:
910:
908:
905:
903:
900:
896:
893:
892:
890:
887:
885:
882:
878:
877:administrator
875:
874:
873:
870:
868:
865:
863:
860:
858:
855:
853:
850:
846:
843:
842:
840:
837:
835:
832:
828:
825:
824:
822:
819:
817:
814:
812:
809:
807:
804:
802:
799:
797:
794:
792:
789:
787:
786:Configuration
784:
782:
779:
775:
772:
771:
770:
767:
763:
760:
759:
758:
755:
753:
750:
748:
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733:
730:
728:
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724:
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717:
710:
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627:
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622:
620:
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612:
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600:
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592:
589:
587:
584:
582:
579:
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574:
572:
569:
567:
564:
562:
559:
557:
554:
552:
549:
547:
544:
542:
541:Mixed economy
539:
537:
534:
532:
529:
527:
524:
522:
519:
517:
514:
513:
510:
505:
504:
497:
493:
490:
488:
484:
481:
479:
476:
474:
471:
469:
465:
462:
460:
456:
453:
451:
448:
447:
444:
439:
438:
431:
428:
426:
423:
421:
418:
416:
413:
411:
408:
406:
403:
401:
398:
396:
393:
392:
389:
388:Corporate law
384:
383:
376:
373:
371:
368:
366:
363:
361:
358:
356:
353:
352:
349:
344:
343:
336:
333:
331:
328:
326:
323:
321:
318:
316:
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308:
306:
303:
301:
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296:
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288:
286:
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281:
278:
276:
273:
272:
268:
264:
259:
258:
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229:
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223:
220:
216:
206:
201:
199:
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183:
178:
173:
168:
167:
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165:
158:
155:
153:
150:
148:
145:
143:
140:
139:
133:
132:
125:
122:
120:
117:
114:
112:
109:
107:
104:
103:
97:
96:
89:
86:
84:
81:
79:
78:Sales contest
76:
74:
71:
70:
64:
63:
58:
55:
53:
50:
49:
48:
47:
43:
39:
38:
35:
31:
19:
18:Sales manager
2982:
2536:Supply chain
2509:relationship
2507:On aspect or
2465:
2400:Construction
2366:On component
2287:organization
2259:Intelligence
2111:
2107:
2101:
2076:
2064:. Retrieved
2060:the original
2049:
2016:
2012:
1976:
1975:
1916:
1912:
1909:
1901:sales funnel
1898:
1894:
1887:
1879:
1875:
1871:
1868:Job demands.
1853:Title of job
1848:
1844:
1841:
1818:
1816:
1801:
1792:
1783:
1782:
1745:
1744:
1729:
1720:
1710:
1703:
1696:
1689:
1677:
1665:Please help
1660:verification
1657:
1314:Segmentation
1239:Distribution
1233:Key concepts
1025:Architecture
1019:Organization
985:Supply chain
964:
811:Earned value
684:Stock market
561:Open economy
551:Econometrics
290:Conglomerate
142:Finder’s fee
56:
2776:Forecasting
2693:Distributed
2600:Information
2577:On resource
2521:Engineering
2347:Performance
2305:(top-level)
2232:Association
1946:Merchandise
1808:forecasting
1407:Franchising
1382:Advertising
1349:Attribution
1274:Co-creation
1140:Trade route
1055:Engineering
1050:Development
902:Performance
845:development
806:Distributed
679:Liquidation
320:Partnership
305:Corporation
300:Cooperative
2998:Categories
2781:Leadership
2764:activities
2676:approaches
2630:Technology
2550:On problem
2531:Perception
2484:Accounting
2449:production
2445:Operations
2422:department
2337:Innovation
2312:Capability
2274:Reputation
2254:Healthcare
2242:Restaurant
2193:Management
2066:2011-07-11
1995:References
1819:sales plan
1693:newspapers
1565:Web banner
1452:Propaganda
1259:Activation
1223:Management
1007:Technology
889:Operations
769:Commercial
762:innovation
752:Capability
644:Derivative
233:Accounting
2818:Education
2790:Pioneers,
2683:Adhocracy
2648:Positions
2620:Materials
2610:Knowledge
2526:Logistics
2440:Marketing
2332:Financial
2302:Strategic
2285:within an
2283:By focus,
2128:143530660
2041:144335826
1941:Marketing
1762:net sales
1525:New media
1457:Publicity
1309:Promotion
1294:Dominance
1214:Marketing
1075:Structure
1060:Hierarchy
980:Strategic
867:Materials
857:Knowledge
834:Financial
774:Marketing
619:Factoring
614:Insurance
516:Commodity
509:Economics
3024:Managers
2792:scholars
2674:Methods,
2557:Conflict
2373:Facility
2294:On scope
2264:Military
2237:Business
2227:Academic
1925:See also
1905:hit rate
1903:and the
1829:and the
1770:services
1766:products
1750:business
1582:Research
1437:Premiums
1392:Branding
1319:Strategy
1065:Patterns
1045:Conflict
1030:Behavior
970:Security
947:Resource
932:Property
895:services
852:Incident
791:Conflict
747:Capacity
450:Chairman
405:Contract
2854:Degrees
2762:Skills,
2655:Interim
2494:Records
2459:Quality
2454:Process
2424:managed
2407:Program
2395:Project
2378:Product
2357:Systems
2317:Capital
2218:By type
2033:3151357
1931:Economy
1707:scholar
1254:Service
1244:Pricing
1040:Culture
990:Systems
975:Service
954:
942:Records
937:Quality
927:Project
922:Product
912:Process
891:
872:Network
841:
823:
796:Content
603:Finance
285:Company
147:Freebie
2665:Senior
2660:Middle
2625:Skills
2567:Stress
2562:Crisis
2541:Talent
2489:Office
2322:Change
2269:Public
2126:
2039:
2031:
1774:profit
1709:
1702:
1695:
1688:
1680:
1442:Prizes
1304:Ethics
1249:Retail
1002:Talent
958:crisis
884:Office
757:Change
3019:Sales
2885:Other
2476:Staff
2466:Sales
2388:Brand
2342:Legal
2249:Court
2124:S2CID
2071:>.
2037:S2CID
2029:JSTOR
1961:Sales
1754:sales
1748:is a
1714:JSTOR
1700:books
1412:Label
1088:Trade
1070:Space
965:Sales
907:Power
862:Legal
732:Brand
727:Asset
250:Audit
67:Sales
52:Sales
34:Sales
2635:Time
2615:Land
2432:Line
2352:Risk
1768:and
1686:news
952:Risk
267:list
2116:doi
2021:doi
1669:by
694:Tax
3000::
2122:.
2112:21
2110:.
2085:^
2035:.
2027:.
2017:22
2015:.
2003:^
1907:.
1825:,
1817:A
1810:,
1790:.
2447:/
2185:e
2178:t
2171:v
2130:.
2118::
2069:.
2043:.
2023::
1736:)
1730:(
1725:)
1721:(
1711:·
1704:·
1697:·
1690:·
1663:.
1632:e
1625:t
1618:v
1199:e
1192:t
1185:v
494:/
485:/
466:/
457:/
269:)
265:(
204:e
197:t
190:v
20:)
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