Succeed in Sales Management N6 provides students with the necessary theoretical knowledge to write their exams and the practical application to enter the workplace confidently.

Succeed in Sales Management N6 provides students with the necessary theoretical knowledge to write their exams and the practical application to enter the workplace confidently.

Features

  • Learning outcomes are listed at the start of each chapter and reviewed again in summary form at the end of the chapter for students to use when studying.
  • Cartoons, illustrations, diagrams and photos present information visually.
  • Examples, Case Studies and Did You Know boxes link theory to industry and bring the content to life.
  • Key Terms are explained on the page where they are used and a Glossary is included at the end of the book.
  • Key Points highlight core information, which students will find useful when studying.
  • Power Break activities allow for discussion and revision.
  • Assessment questions at the end of each chapter provides test and exam practice.

Part 1: Organisation of sales Management
1Nature and scope of sales management
2Principles of organization
3Types of specialization
Part 2: Recruiting and selecting salespeople
1Task description, analysis and qualification
2Recruiting resources
3Selection process and procedures
4Assimilation of new salespeople into the company
Part 3: Training of sales staff
1Determining training needs
2Objectives of training
3Centralisation and decentralized training
4Content of a training programme
5Motivating sales staff
6Supervising sales staff
Part 4: Sales staff compensation
1Objectives of a compensation plan
2Methods of compensation
3Compensation packages
Part 5: Evaluating sales performance
1Analysing sales volume
2Analysis of marketing cost
3Analysis of individual sales performance
4Sales budgets
TVET college students in the NATED Marketing stream studying Sales Management at N6 level.
  • Sales Management N6 Student Book



The specification in this catalogue, including without limitation price, format, extent, number of illustrations, and month of publication, was as accurate as possible at the time the catalogue was compiled. Due to contractual restrictions, we reserve the right not to supply certain territories.