000			01609cam a2200265 a 4500
020			_a0072398876
020			_a9780072398878
020			_a0071198989
020			_a9780071198981
082	0	0	_a658.8/1
100	1		_aSpiro, Rosann L
245	1	0	_aManagement of a sales force
250			_aEleventh edition /
264		1	_aBoston : _bMcGraw-Hill/Irwin, _c[2003]
264		4	_c©2003
300			_axxiii, 564 pages : _billustrations ;
490	1		_aMcGraw-Hill/Irwin series in marketing
500			_aRevised edition of: Management of a sales force / William J. Stanton, Rosann Spiro. 10th ed. c1999
505	0		_aIntroduction 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
650		0	_aSales management
650		4	_aAdministración de ventas
700	1		_aStanton, William J
700	1		_aRich, Gregory A
942			_2lcc _cBK
999			_c11508 _d11508