Sales Force Management
Proper training for a sales force is vital to the success of the individual as well as the team. According to Spiro, Stanton, and Rick, “The salesperson’s product knowledge, understanding of customer needs, and selling skills are directly related to the amount of training he or she receives” (2004, p. 190). This paper will discuss such instances encountered by Imaginative Staffing, Inc., summarize the case study presented in Management of a Sales Force, and answer questions regarding the case study. In addition, this paper will analyze the key elements and processes of selecting and recruiting a sales force, describe the appropriate training modality for both initial and recurrent training for Imaginative Staffing, and describe the different methods used to motivate the sales personnel.
Case Summary
Imaginative Staffing, Inc. (ISI) is a temporary-services firm in New York, NY, formed in 1990. Over the years, the company has grown to $17 million in......
Join Now or Login to view the rest of this paper.
Approximate Word Count: 1431
Approximate Pages: 6 (260 words per double-spaced page) |