Sales Management
Published on 1. January 1992
Book
Hardback
208 pages
978-0-205-13123-5 (ISBN)
Description
Continually placing the student in the role of the sales manager, this book focuses on the "personal" side of the job. It recognizes that sales managers do not start from scratch, but inherit sales programmes which must be worked and changed from within. Terminology is fully explained.
More details
Language
English
Place of publication
Old Tappan
United States
Publishing group
Pearson Education (US)
Target group
College/higher education
Dimensions
Height: 244 mm
Width: 186 mm
Weight
1230 gr
ISBN-13
978-0-205-13123-5 (9780205131235)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Persons
Content
Overview of sales management - the world of the sales manager, ethics and the sales manager; interpersonal relationships - sales managers and marketing; the personal selling process; managing salespeople - supervision, leadership and communications; sales management planning - organizing the sales force; sales forecasting; setting sales force quotas; setting sales budgets; designing sales territories; staffing the sales force: recruiting and selecting salespeople; training and educating sales people; motivating the sales force - sales force morale/motivation; compensating sales people; sales force incentives/expenses; controlling the sales force - selling volume and costs; evaluating individual selling performance; qualitative performance measures and appraisals; perspectives; sales career focus.