The Sales Management Association has added new job descriptions to its sales force job descriptions library. Each job description includes detailed job responsibilities, accountabilities and performance measures,organizational alignment, and suggested qualifications. Our members find these job descriptions useful as a starting point when customizing their own sales organization's job descriptions....Read more
Thomas N. Ingram, Raymond W. LaForge, and Charles H. Schwepker, Jr. Enhancing the moral behavior of salespeople is increasingly important, but dif cult, in today’s fast-paced and complex selling environment. Sales organizations need to emphasize ethical codes of conduct, but must also address the potential impact of all sales management...Read more
Hiring the right people is one of the most important tasks that managers have.  When it comes to hiring salespeople, the stakes are particularly high.  A great hire can make a critical difference both in terms of revenues and the morale of a sales force.  A hiring mistake is costly...Read more

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