17-1 What is the difference between leadership and management?
17-2 Are all sales managers’ duties the same? Explain.
17-3 What are the two main leadership qualities displayed by most successful sales managers? Define and explain each of these qualities.
17-4 List and describe the four basic steps involved in coaching.
17-5 What is a job description? Explain the importance of job descriptions in selecting salespeople.
17-6 What are four sources of recruiting new salespeople?
17-7 What should sales managers look for in selecting new salespeople? Describe at least three important qualities.
17-8 List and describe three guidelines that should be followed when you design a sales motivation program based on external rewards.
17-9 List and describe the five basic compensation plans for salespeople.
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