PROFESSIONAL SALES MGMT 2/E
2nd Edition
Published on 31. July 1992
Book
Paperback/Softback
672 pages
978-0-07-112525-3 (ISBN)
More details
Edition
2nd edition
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Dimensions
Height: 0 mm
Width: 0 mm
Thickness: 0 mm
ISBN-13
978-0-07-112525-3 (9780071125253)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
PART ONE: OVERVIEW OF PERSONAL SELLING AND SALES MANAGEMENT: 1. Professional Sales Management. 2. Personal Selling. PART TWO: PLANNING AND ORGANIZING THE SALES FORCE: 3. Sales Planning and Budgeting. 4. Estimating Market Potential and Forecasting Sales. 5. Organizing the Sales Force. PART FOUR: DIRECTING THE SALES FORCE: 6. Recruiting the Sales Force. 7. Selecting the Sales Force. 8. Training the Sales Force. PART FOUR: DIRECTING THE SALES FORCE: 9. Sales Force Performance: An Overview. 10. Time and Territory Management. 11. Sales Quotas. 12. Compensation. 13. Motivating the Sales Force. 14. Leading the Sales Force. PART FIVE: CONTROLLING AND EVALUATING THE SALES FORCE: 15. Analysis of Sales, Costs, and Profitability. 16. Measuring and Evaluating Sales Force Performance. PART SIX: THE ENVIRONMENT FOR PERSONAL SELLING AND SALES MANAGEMENT: 17. Ethics, Social Responsibility, and the Legal Environment. APPENDIXES: APPENDIX A: The Personal Selling Process. APPENDIX B: Starting Your Career in Sales.