MKT 504 Study Guide - Final Guide: Background Check, Monster.Com, Careerbuilder

• School: Ryerson University
• Department: Marketing
• Course: MKT 504
• Professor: Daryl D' Souza

Document Summary

Sales management process: defining the strategic role of the sales function, salesforce structure, sales strategies, developing the salesforce, recruiting and selecting sales talent, establishing training strategies and programs, directing the salesforce, setting salesforce goals and objectives. Implementing incentive programs overseeing and coaching salesforce: determining salesforce effectiveness and performance, establishing and administering evaluation measures and systems, providing feedback for future development. Sales management best practices: create a customer-driven culture throughout the sales organization and firm, recruit, hire, and retain the best sales talent, train and coach the right skill set. Focus on key strategic issues by segmenting accounts in meaningful ways and providing differentiated offering to find, win, and retain customers. Implement formal sales and relationship-building processes: develop an appropriate and adaptable sales organization structure, use information technology effectively to learn about customers and enable salesperson success, align sales operations with business and marketing strategies. Involves the planning of sales messages and interactions with customers.