The effectiveness of sales-force ma

The effectiveness of sales-force management is an important determinant of a firm’s success because the sales force is directly responsible for generating an organization’s primary input---sales revenue. Major decision areas and activities on which sales managers focus are establishing sales objectives, determining sales-force size, recruiting and selecting salespeople, training sales personnel, compensating salespeople, motivating salespeople, creating sales territories, routing and scheduling salespeople, and controlling and evaluating the sales force.