Sales Management
Concepts and Cases
4th Edition
Published on 1. January 1992
Book
Hardback
784 pages
978-0-471-53249-1 (ISBN)
Description
This textbook has been revised and updated to include new chapters on accountancy and territory management. It provides an overview of the selling process and describes how to recruit, train and motivate staff, how to plan and budget for promotions and how to forecast sales.
More details
Edition
4th Revised edition
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
College/higher education
Edition type
Revised edition
Illustrations
Ill.
Dimensions
Height: 242 mm
Width: 195 mm
Weight
1389 gr
ISBN-13
978-0-471-53249-1 (9780471532491)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Persons
Content
Introduction to Selling and Sales Management; Personal Selling; Account Management; Territory Management; Sales Ethics; Planning and Budgeting; Estimating Potentials and Forecasting Sales; Organization; Recruiting and Selecting Personnel; Training; Territory Design; Motivating Salespeople; Compensating Salespeople; Leadership; Evaluating Sales Force Performance; Evaluating and Controlling Salespeople.