Index

The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device for terms of interest. For your reference, the terms that appear in the print index are listed below

account development

sales rep’s ability to plan

accounts

handling smaller

servicing see also key accounts

action record

administrative assistant

ages, of sales rep and field manager

aggressiveness of applicant testing

appearance of sales rep

appointments, see interviews

appraisal process

coaching session in

criteria for

field manager’s supervisor and

field observation for

formal

informal

attitudes

beepers

boss-underling relationship

brochures, for recruiting sales reps

buddy-buddy relationship

bulletins, for sales reps

business cards

buyers, conclusions of, in purchasing decision

calls, see sales calls

cellular phones

champion, field manager as

closing sale

by manager or rep

coaching session

actions after

in appraisal process

benefits of

suggestions for improving

by telephone or mail

colleges, small, as recruitment source

combing operation

communication

barriers to upward

on sales force compensation

with sales reps

upward

communications center, branch office as

company objectives

company policy

on distributors

compensation plan

communication on

for sales rep recruiting

training and

computers

portable

confidence

Consultative Selling™ (Hanan, Mack)

contests, motivation through

control center, branch office as

control function

effectiveness of

for mail

in management

organizing

with sales rep

curbstone coaching

customer complaints, rep handling of

customers

group meetings for

interaction with rep vs. manager

rep knowledge of

dealers with direct consumer sales

delegating responsibility

desktop computer

desk work

development of sales rep

failure of

diary

notations in

dictating machine

discharge of sales personnel

discussion method for interview planning

dissatisfactions of reps

discussion in district meeting

distributors

advantages and disadvantages of

field sales manager and

district office

district sales meeting

checklist for

manager presentation at

planning for

reason for holding

subjects for

documents, for recruiting sales reps

downward communication

drawing account

electronic equipment

field sales organization and

emergency messages, rep’s response to

employment agencies

entering and withdrawing method

evaluation of plan implementation

expenses, of sales reps

face-to-face communication

fax machine

field coaching see also coaching session

field contact between rep and manager

changing plans made for

concluding

frequency of

interviews during

objectives for

planning for

process for

field observation, for appraisal

field sales manager

and distributors

forecasting by

as management

office for

relationship with his team

responsibilities of

and salesperson

field sales organization, and electronic equipment

folders, for control organization

forecasting, sales and staffing requirements

formal appraisal

forms for appraisal

fringe benefits

goal, of planning session with sales rep

good management

gripes of sales rep

discussion at district meeting

groups of customers, meetings with

habits of reps, changing

Hanan, Mack (Consultative Selling™)

happiness, of sales reps

headquarters, rep’s attitude about

helper attitude

implementation of plans

improvement, opportunities for

in-basket exercises

incentive, compensation as

industrial sales meetings

informal appraisals

integrity

interviews

assisting rep with

during field contact

relating to other

scheduling

selection

success of

telephone to arrange

time to plan for

investment, sales rep as

JIT (Job Instruction Training)

job applicant

planning by, for interview

references of

testing aggressiveness of

training costs for

job description

and appraisal

and control

Job Instruction Training (JIT)

job specifications

junior sales rep, development of

key accounts

calls on see also interviews

definition of

development of

field manager responsibility for

plan of action for

and territorial coverage

leadership

acceptance of

learning

readiness for

rep’s ability for

from top sales reps

willingness for

learning by doing, effectiveness of

mail

coaching by

communication by

control of

management

cycle of

field sales manager as

management and selling, differences between

management by specifics

manager, adjusting to repsonsibilities of

manpower planning

manuals, performance

market potential, estimating

meetings

with customer groups

district sales see also district sales meeting

modems

morale

and subdividing territory

motivation

through contests

objectives

for account development

as appraisal criteria

of appraisal program, failure to meet

communication and

of company

in company plans

and control

vs. expenses

for field contact

and field contact planning

manager reporting on

in planning

for sales personnel

sales rep’s developmental

for top sales reps

written list of

observation, learning from

office

for field manager

management of

routines in

older sales rep

organization

of control function

electronic equipment and

orientation period, for new reps

overhead projectors

paperwork

performance appraisal of see also appraisal process

performance manuals

personal habits, of reps

personal life, of sales rep

personal qualifications, appraisal and

personnel development

phone calls

to smaller accounts see also telephone

planning

for district sales meeting

for field contacts

implementation of

by job applicant for interview

in management

manpower

statistical material for

planning by rep

for account development

for sales call

plan of action

for key accounts

policy of company

portable computers

preparation, for formal appraisal

probationary period

profits

projecting sales volume

promotable persons, development of

psychological tests

questions for rep’s use in interview planning

quotas

receptionists

recognition, and motivation

record keeping, by rep

recruitment

importance of

sources for

standards for

references, of job applicant

rep

definition of

see also sales rep

respect

from sales rep

responsibilities

delegating

of manager

and motivation

of sales manager

rewards, in contest

role-playing sessions

salary

for sales personnel

see also compensation plan

sales, forecasting

sales aids

sales call planning

by sales rep

training for

sales calls

frequency of

on key accounts, sales strategy and

see also interviews

sales goals

sales manager, see field sales manager

sales rep

ability of, to plan account development

appearance of

changing habits of

closing sales by

communication with

communication with, on compensation for

control of

customer attitude about

definition of

discharge of

expenses of

as investment

job specifications for

manager contact with top-notch

meeting presentations by

new

objectives for

observing during interviews

personal habits of

personal life of

planning for sales call by

planning session with

qualities of

questions for use in interview planning

as recruiters

recruitment of

and sales manager

selecting

time use by

training of new see also appraisal process

sales rep development

failure of

junior

vs. sales closing

sales strategy, calls on key accounts and

sales volume

increasing

projecting

scheduling appointment

screening interview

secretary

selection interview

self-appraisals

self-confidence, of rep

selling and management, differences between

senior sales rep, as trainer

servicing account

small colleges, as recruitment source

smaller accounts, handling

spouse, of sales rep

spreadsheet programs

staffing

estimating needs for

forecasting needs for

specifications for

turnover of

standards

for recruitment

for jobs

of performance, as appraisal criteria

statistical material

for control

for planning

review of

success, and motivation

summary of appraisal

supervisor of field manager

advice from

and appraisal process

teamwork

technical data, for sales reps

technological revolution

telephone

cellular

coaching by

finding time for returning calls

rep’s use of

territorial coverage

key accounts and

by rep

training on

territory

management of

subdividing

time

effective use of

to examine control

rep’s use of

top management

communication with

and district sales meeting

training

cost of, and job applicant

exercises for

of junior sales rep

of new sales reps

preparation for

transition to management

turnover of staff

upward communication

Urwick, Lyndall F., on organization communication

veteran sales rep

video computers

women in sales

word processors

work attitudes, of rep

zones, in territory