Management

Paper Summary:

The paper reviews a total of eight articles on sales, management, motivation, organization, setting goals, successful implementation techniques articles, all of which show some of the issues to be considered by managers of the small and large company today. The paper highlights how they also make recommendations for how to manage better and increase the business of the company.

From the Paper:

"Kahle (1997) examines the issue of how to manage salespeople and get them to do what is wanted, recognizing that salespeople are capable of doing more than has been asked of them in the past and that there is a need for more effort in a changing business environment. In addition to making sales, the salespeople should get to know the administrative people at the businesses they serve and learn more about the bosses of their contacts. Kahle believes that sales managers should encourage their people to follow this course and that they have to learn to see to it that their salespeople become a vital information source for the company. To achieve this, however, the manager has to learn how to manage salespeople, which is an art in itself."

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