Sales management : concepts and cases
Author(s)
Bibliographic Information
Sales management : concepts and cases
Wiley, c1992
4th ed
- : cloth
- : pbk.
Available at 9 libraries
Note
Includes indexes
Description and Table of Contents
- Volume
-
: cloth ISBN 9780471532491
Description
This textbook has been revised and updated to include new chapters on accountancy and territory management. It provides an overview of the selling process and describes how to recruit, train and motivate staff, how to plan and budget for promotions and how to forecast sales.
Table of Contents
- Introduction to Selling and Sales Management
- Personal Selling
- Account Management
- Territory Management
- Sales Ethics
- Planning and Budgeting
- Estimating Potentials and Forecasting Sales
- Organization
- Recruiting and Selecting Personnel
- Training
- Territory Design
- Motivating Salespeople
- Compensating Salespeople
- Leadership
- Evaluating Sales Force Performance
- Evaluating and Controlling Salespeople.
- Volume
-
: pbk. ISBN 9780471572589
Description
This textbook has been revised and updated to include new chapters on accountancy and territory management. It provides an overview of the selling process and describes how to recruit, train and motivate staff, how to plan and budget for promotions and how to forecast sales.
Table of Contents
- DEVELOPING THE SELLING FUNCTION
- Personal Selling
- Purchasing and Account Management
- Territory Management
- Sales Ethics
- STRATEGIC SALES PLANNING
- Planning and Budgeting
- Estimating Potentials and Forecasting Sales
- Organization
- BUILDING A SALES PROGRAM
- Recruiting and Selecting Personnel
- Training
- Territory Design
- CONTROLLING THE SALES FORCE
- Motivating Salespeople
- Compensating Salespeople
- Leadership
- Evaluating Sales Force Performance
- Evaluating and Controlling Salespeople
- Appendix
- Key Word Glossary and Subject Index
- Author Index
- Company Index
- Case Index.
by "Nielsen BookData"