M.Com. (Sales Management) / This study emphasizes that the sales effort is linked to the sales opportunities in the most profitable way. To make this possible, the sales potential of a sales area must first be analysed scientifically. Only then can the allocation of sales personnel to a sales area be made in the best possible way. The consumer, rather than the sales area, is the starting-point. In other words, the emphasis is on the satisfaction of needs in the sales area. The role of sales potential and forecasting in sales quota allotment is also analysed, since these contribute to the most effective allocation of sales personnel to the sales area. Optimum allocation of sales personnel to the sales area takes place, based on information from the sales area (market needs).
| Identifer | oai:union.ndltd.org:netd.ac.za/oai:union.ndltd.org:uj/uj:12415 |
| Date | 29 September 2014 |
| Creators | Human, Jurgen Johannes |
| Source Sets | South African National ETD Portal |
| Detected Language | English |
| Type | Thesis |
| Rights | University of Johannebsurg |
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