| Journal Call no. | L64.H66 |
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| Author | Tran Trung, Katerin. |
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| Article Title | Managing sales staff / Katerin Tran Trung. |
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| Is Part Of | Hong Kong echo magazine : education and training in Hong Kong ; no.6, Jul 1995, p.67-68, illus. |
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| Abstract | Companies managing a growing sales team in China face major problems in attracting, retaining and motivating their sales staff. In addition to establishing clear policies and procedures and focusing on long-term sales objectives of the organization, companies have to continuously review their strategies to successfully manage their sales staff by identifying pay equity issues, providing complete training programs and long-term career development in the organization. |
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