Sales force management
著者
書誌事項
Sales force management
（The Irwin series in marketing）
Irwin, c1997
5th ed
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注記
Includes bibliographical references (p. 774-797) and indexes
内容説明・目次
内容説明
This research/theory based text cites the theoretical foundations of sales mangement. The material in previous editions has been expanded to include empowerment, stress management, leadership and strategic management. Experimental applications are also included appearing at the end of the chapters, providing the student with the opportunity to work relevant topics.
目次
- An overview of sales management
- the selling process - sales activities and careers
- formulation of a strategic sales programme
- environmental influences on sales programmes and performance
- marketing planning, sales programmes and account management policies
- organizing the selling effort
- demand estimation
- sales territories
- sales quotas
- implementation of the sales programme
- model of salesperson performance
- the salesperson's role perceptions
- personal characteristics and sales aptitude
- criteria for selecting salespeople
- sales force recruitment and selection
- sales training - objectives, techniques and evaluation
- motivating the sales force
- designing compensation and incentive programmes.
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