By James B. Weitzul
Understanding the dynamics of a sales force--defined as the interaction of motives, management, money, and marketplace--is at the core of developing a successful sales team. Weitzul evaluates these four factors separately and analyzes their interaction. Having identified the types of people that are successful in sales, the discussion expands to include their appropriate management and leadership. Since money is considered to be so important to sales personnel, its prime motivational role is identified and reviewed for a variety of sales people with different motives. Finally, the importance of the marketplace as the ultimate source of feedback on the sales personnel, sales management, and product is reviewed and critiqued.