Management of a sales force
Material type:
TextSeries: 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 | Item type | Current library | Call number | Status | Date due | Barcode |
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Books
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Spec. Study Centre Immigration, Gwagwalada, Abuja | HF5438.4 .S78 2003 (Browse shelf(Opens below)) | Available | 0185789 |
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| HF5415.5.L83 Customer service : | HF5438.2 .F88 2011 Fundamentals of selling : customers for life through service / | HF5438.25 .F88 2011 ABC's of relationship selling through service / | HF5438.4 .S78 2003 Management of a sales force | HF5548.2 .M37 2013 Introduction to Information Systems | HF5548.32 .P45 2003 E-business : Text and Cases / | HF5548.32 .R39 2004 Introduction to e-commerce / |
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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