search query: @indexterm sales departments / total: 30
reference: 25 / 30
| Author: | Mackay, H. B. |
| Title: | The chief executive officer hits the road (and other sales tales) |
| Journal: | Harvard Business Review
1990 : MAR-APR, VOL. 90:2, p. 32-34, 38, 41, 44 |
| Index terms: | CHIEF EXECUTIVE OFFICERS SALES DEPARTMENTS SELLING PERFORMANCE APPRAISAL |
| Language: | eng |
| Abstract: | Arguments are presented that every sales department needs strengthening, training, and support from the top. The chief executive officer's vital role is demonstrated. CEOs have to be visibly involved in selling programs. As loyalty in companies declines, internal employee relations programs will have to be sold, not just communicated. In well-managed organizations like 3M and Ford, there isn't much difference between the kind of allout effort that goes into how ideas and programs are sold internally and how they are presented to customers. Supportive questions and comments are provided helping the performance appraisal of selling. Selling as the compendium of the company's ideas, commitments, and goals is characterized. |
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