Managing the selling force in Algerian companies: a field study of a sample of Algerian companies

Abstract

This study aims to identify the way how the sales force is managed by the Algerian companies; and, for this purpose, we designed a questioner which given to a sample of 80 companies. And, the study's results illustrated that those companies gives importance to the sales force to realise its intended objectives throughout using that force which composed of salespeople whom been chosen carefully basing on different criteria, as well as it trains them on various effective sales methods with tracking their performance and efficiency