Sales force management
Author(s)
Bibliographic Information
Sales force management
（The Irwin series in marketing）
Irwin, c1997
5th ed
Available at / 8 libraries
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Research Institute for Economics & Business Administration (RIEB) Library , Kobe University図書
658.8-579081000094199
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Note
Includes bibliographical references (p. 774-797) and indexes
Description and Table of Contents
Description
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.
Table of Contents
- 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.
by "Nielsen BookData"