The objectives set must be agreed with each individual charged with achieving them, and must be accepted by him or her as:
The basic principles of establishing objectives
Most managers are aware that, when setting and agreeing objectives, they should follow the principle that objectives should be specific, measurable, achievable, realistic and timed(SMART).
This is outlined in Table.
This commonly accepted approach to establishing objectives to motivate higher performance and personal achievement is just as applicable in sales team management as in other aspects of a business. However, Would extend it to consider the importance of ensuring that all objectives must fit together in a compatible fashion, and, above all, be agreed and communicated.
Sales Management Related Tutorials
|Marketing Management Tutorial|
Sales Management Tutorial
Roles And Functions In The Sales Force
Sales Structures And Organization
Motivational Management In The Sales Force
Sales Management By Objectives
Motivating Through Rewards And Incentives
Providing Appraisals And Feedback For Motivation, Training And Discipline
Communication In The Sales Force
Sales Meetings And Conferences
Recruitment And Selection In The Sales Force
Basic Sales Training
Field Sales Training
The Planning Process
Sales Force Administration
Sales Management Control
Merchandising At The Point Of Sale
Key Account Management
Alternative Sales Or Distribution Operations
Developing International Markets
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