Managing salespeople
Author(s)
Bibliographic Information
Managing salespeople
Allyn and Bacon, c1992
- :
- : pbk
Available at / 2 libraries
-
No Libraries matched.
- Remove all filters.
Note
Includes bibliographical references and indexes
Description and Table of Contents
Description
Continually placing the student in the role of the sales manager, this book focuses on the "personal" side of the job. It recognizes that sales managers do not start from scratch, but inherit sales programmes which must be worked and changed from within. Terminology is fully explained.
Table of Contents
- Overview of sales management - the world of the sales manager, ethics and the sales manager
- interpersonal relationships - sales managers and marketing
- the personal selling process
- managing salespeople - supervision, leadership and communications
- sales management planning - organizing the sales force
- sales forecasting
- setting sales force quotas
- setting sales budgets
- designing sales territories
- staffing the sales force: recruiting and selecting salespeople
- training and educating sales people
- motivating the sales force - sales force morale/motivation
- compensating sales people
- sales force incentives/expenses
- controlling the sales force - selling volume and costs
- evaluating individual selling performance
- qualitative performance measures and appraisals
- perspectives
- sales career focus.
by "Nielsen BookData"
