Development of a Sales Management Framework for Practitioners

Development of a Sales Management Framework for Practitioners

吳洪芳(NgoHong Phuong)

指導教授 ： 李伯謙

元智大學/管理學院/經營管理碩士班(企業管理與服務科學學程)/碩士(2011年)

摘要

The initial purpose of this research is to examine the important characteristics required for a successful sales management through a literature review of the various aspects of sales management. The key aspects under investigation include understanding the importance of personal selling, sales planning and sales staffing, sales controlling, sales evaluation and compensation. By examining the literature, the author wants to develop a conceptual framework for practitioners in the field of sales management. Subsequently, uses this framework to compile a comprehensive handbook for sales managers which would include insights and critical sales management concepts that provides guidance to help salespeople go through the sales career smoothly.

關鍵字

Sales management ； planning ； sales objective ； sales estimate and forecast ； recruiting and selecting salespeople ； training ； evaluating and compensating ； sales controlling

並列摘要

The initial purpose of this research is to examine the important characteristics required for a successful sales management through a literature review of the various aspects of sales management. The key aspects under investigation include understanding the importance of personal selling, sales planning and sales staffing, sales controlling, sales evaluation and compensation. By examining the literature, the author wants to develop a conceptual framework for practitioners in the field of sales management. Subsequently, uses this framework to compile a comprehensive handbook for sales managers which would include insights and critical sales management concepts that provides guidance to help salespeople go through the sales career smoothly.

並列關鍵字

planning ； sales objective ； sales estimate and forecast ； recruiting and selecting salespeople ； training ； evaluating and compensating ； sales controlling ； Sales management

參考文獻

Chris Noonan, (1998), Sales Management, first edition

Darmon R. Y, (2007), leading the Sales Force - A Dynamic Management Process, First edition

David Jobber and Geoff Lancaster, (2009), Selling and Sales Management, 8th edition

Jobber, David, Geoff and Lancaster, (2003), Selling and Sales Management, London, Pearson Education

Richard L. Daft, (2003), Management, sixth edition