Developing the Sales Force Growing the Business: The Direct Selling Experience Harvard Case Solution & Analysis

With worldwide sales topping $ 85 billion, the volume and extent of direct sales provides a more profound understanding of its main asset: the sales representative. Self-employed persons, the representatives have an important role in their success and growth of firms. Interviews with leaders of direct sales helped define universally applicable sales force varying success: choosing the right people to maintain their motivation, development of skills, and provides a high perceived value and demand. As part of the independent sales force, it is important for direct sales company to implement programs that help to find and keep a strong individual sellers. "Hide
by Victoria L. Crittenden, William F. Crittenden Source: Business Horizons 6 pages. Publication Date: September 15, 2004. Prod. #: BH157-PDF-ENG

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