| Today's
turbulent economy has spurred changes that affect the way sales managers
manage, train, and motivate the sales force. They must meet the
challenges of a changing marketplace. A prime example: containing costs
while increasing the sales force's ability to gather strategic information
and cultivate relationships with customers and prospects. Such managers
must possess two important qualities: up-to-the-minute knowledge of the
marketplace, and strong leadership that enables them to recruit and mobilize
salespeople cost-effectively. |
