Sales management : concepts, practices, and cases
著者
書誌事項
Sales management : concepts, practices, and cases
（McGraw-Hill series in marketing）
McGraw-Hill, c1994
2nd ed
- alk. pa.
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注記
Includes bibliographical references (p. 518-547) and index
内容説明・目次
内容説明
Thoroughly updated and completely rewritten, this second edition aims to capture the vitality of sales management in an environment that is constantly changing. Noted for its realism in presenting the sales management function, the text incorporates examples of current practises and includes realistic case studies, carefully developed to provide a variety of learning opportunities. The second edition has increased emphasis on professional selling, ethics, international issues, automation and sales technology, changes in personal selling, and gender and racial diversity of the sales force.
目次
- Part 1: Introduction to personal selling and sales management
- The job of the sales manager
- Careers in professional selling and sales management. Part 2: The personal selling function
- evolution of professional selling
- preliminary steps in the selling process
- advanced steps in the selling process
- territory development and time management. Part 3: Planning the sales effort
- sales management environment
- sales management planning
- sales forecasting
- sales budgeting. Part 4: Developing the sales force
- organization of the sales force
- sales personnel planning and recruiting
- sales personnel selection process
- slaes training and development. Part 5: Directing the sales force
- sales leadership and supervision
- sales incentives
- sales compensation
- international sales management. Part 6: evaluating sales force performance
- developing and managing the sales evaluation programme
- sales and cost analysis.
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