Sales Force Management

Personal selling is expensive. It can be the largest marketing expense component in the final price of the product. However, unless the sales force is somehow directed, motivated, and audited on a continual basis, it is likely to be less efficient than it is capable of being. Your text identifies four key functions in controlling a sales force as forecasting sales, establishing sales territories and quotas, analyzing expenses, and motivating and compensating performance. Choose one of these functions and discuss it in terms specific to any aviation-based company. Be sure to identify the company.

As the maximum length of your post should not exceed 200 words, be concise and to the point. As always, cite, in current APA format, any sources you use.