FROM SELLING TO SALES MANAGEMENT: A DEVELOPMENTAL MODEL
Journal of Consumer Marketing - Tập 1 Số 3 - Trang 43-52
Tóm tắt
Despite the importance of developing sales personnel to become sales managers, virtually no attention has been given to this topic in the sales management literature. This paper presents a model that sales executives can use in developing potential sales managers. Valuable sales management skills are identified and methods for providing skill development are offered.