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 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
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
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
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
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
3.14.129.194