Sales management : text & cases
著者
書誌事項
Sales management : text & cases
PWS-Kent Pub., c1992
2nd ed
大学図書館所蔵 件 / 全1件
-
該当する所蔵館はありません
- すべての絞り込み条件を解除する
注記
Includes bibliographical references and indexes
内容説明・目次
内容説明
This revised and updated text offers an integrative model of sales management and includes discussions of the buying-selling process, strategic planning and national account management.
目次
Part 1: The dimensions of sales management. Sales management as strategic planning. Part 2: Planning sales management strategy. Measuring markets and forecasting sales. Allocation of resources: territory planning and coverage. Allocation of resources: budgets and quotas. Buying and selling. Part 3: Administrating the sales organization. Sales organizations. Recruiting and selection. Educating and training. Compensation and expenses. Motivation. Leadership and supervision. Part 4: Evaluating the sales organization. Sales management evaluation: sales, costs, and profit analysis. Sales management evaluation: performance appraisal. Legal and ethical aspects of personal selling and sales management.
「Nielsen BookData」 より