Motivating the industrial sales force in the sales forecasting process [electronic resource] / Teresa M. McCarthy Byrne.
Material type:
FilmSeries: Henry Stewart talksBusiness & management collection. Predicting demand: Publisher: London : Henry Stewart Talks, 2010Description: 1 online resource (1 streaming video file (43 min.) : color, sound)Other title: Motivating the sales force in the sales forecasting processSubject(s): Employee motivation | Sales forecasting | Sales management | Sales personnelOnline resources: Click here to access online | Series Animated audio-visual presentation with synchronized narration.
Title from publisher's web site.
Contents: Sales Force Motivational Theories -- Discussion of 1000 depth interviews related to sales force forecasting -- Results of survey of sales force forecasting -- Identification of environmental signals that motivate sales force forecasting -- Recommended approaches for managers to improve sales force performance in the forecasting process.
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Mode of access: World Wide Web.