Sales management : concepts and cases
著者
書誌事項
Sales management : concepts and cases
Wiley, c1992
4th ed
- : cloth
- : pbk.
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注記
Includes indexes
内容説明・目次
- 巻冊次
-
: cloth ISBN 9780471532491
内容説明
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.
目次
- 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.
- 巻冊次
-
: pbk. ISBN 9780471572589
内容説明
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.
目次
- 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.
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