CHAPTER ONE

BACKGROUND TO THE STUDY Estimating the worth of sales and distribution management is not a time wasting venture. In recent times based on the fact that we are living in a dynamic environment therefore organizations. Firms and companies that must and want to remain in business must embrace this never ending dynamic change and this is by delegating persons to personal to their eyes, nose, ear and mouth as regards their environment. These personnel must see, sniff, hear and say all that is relevant for the organizations progress or growth the responsibilities of these personnel is to ensure that customers or prospects are contacted and convinced to accept the values offered in exchange for a value desired by the organization. These personnel that are delegated with these duties are traditionally known as salespersons and they make up the sales force of the organization

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