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Management of a sales force

By: Spiro, Rosann LContributor(s): Stanton, William J | Rich, Gregory AMaterial type: TextTextSeries: Publisher: Boston : McGraw-Hill/Irwin, [2003]Copyright date: ©2003Edition: Eleventh editionDescription: xxiii, 564 pages : illustrationsISBN: 0072398876; 9780072398878; 0071198989; 9780071198981Subject(s): Sales management | Administración de ventasDDC classification: 658.8/1
Contents:
Introduction to sales force management -- The field of sales force management -- Strategic sales force management -- Personal selling process -- Organizing, staffing, and training a sales force -- Sales force organization -- Profiling and recruiting salespeople -- Selecting and hiring applicants -- Developing, delivering, and reinforcing a sales training program -- Directing sales force operations -- Motivating a sales force -- Sales force compensation -- Sales force expenses and transportation -- Leadership of a sales force -- Sales planning -- Estimating market potential and forecasting sales -- Sales territories -- Evaluating sales performance -- Analysis of sales volume -- Marketing cost and profitability analysis -- Evaluating a salesperson's performance -- Ethical and legal responsibilities of sales managers
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Holdings
Item type Current library Call number Status Date due Barcode
Books Books Spec. Study Centre Immigration, Gwagwalada, Abuja
HF5438.4 .S78 2003 (Browse shelf(Opens below)) Available 0185789

Revised edition of: Management of a sales force / William J. Stanton, Rosann Spiro. 10th ed. c1999

Introduction to sales force management -- The field of sales force management -- Strategic sales force management -- Personal selling process -- Organizing, staffing, and training a sales force -- Sales force organization -- Profiling and recruiting salespeople -- Selecting and hiring applicants -- Developing, delivering, and reinforcing a sales training program -- Directing sales force operations -- Motivating a sales force -- Sales force compensation -- Sales force expenses and transportation -- Leadership of a sales force -- Sales planning -- Estimating market potential and forecasting sales -- Sales territories -- Evaluating sales performance -- Analysis of sales volume -- Marketing cost and profitability analysis -- Evaluating a salesperson's performance -- Ethical and legal responsibilities of sales managers

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