Sales Management
Published on 16. January 2001
Book
Hardback
251 pages
978-0-07-136434-8 (ISBN)
Description
A sales force is no better than its management - and "Sales Management" supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales and sales management and determining the best methods for organizing, deploying, and motivating today's changing sales force.
More details
Language
English
Place of publication
United States
Publishing group
McGraw-Hill Education - Europe
Target group
Professional and scholarly
Illustrations
39 Illustrations
Dimensions
Height: 236 mm
Width: 160 mm
Thickness: 28 mm
Weight
570 gr
ISBN-13
978-0-07-136434-8 (9780071364348)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Robert J. Calvin (Chicago, IL) is president of Management Dimensions, a sales training and management firm, and adjunct professor at the University of Chicago Graduate School of Business.
Content
Part I: Creating the Salesforce. Chapter 1. People, Process, Technology, and Performance. Chapter 2. Hiring the Best, Terminating the Rest. Chapter 3. Training for Results. Chapter 4. Sales Force Compensation. Part II: Strategy and the Firm. Chapter 5. Sales Force Organization and Architecture. Chapter 6. Sales Forecasting and Sales Planning. Chapter 7. Motivating Salespeople. Part III: Perfecting the Program. Chapter 8. Performance Evaluations. Chapter 9. Sales Force Automation.