Sales Management
Concepts and Cases
Published on 17. March 1992
Book
Paperback/Softback
784 pages
978-0-471-57258-9 (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
International 2 Revised ed
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
College/higher education
Illustrations
Ill.
Dimensions
Height: 234 mm
Width: 189 mm
Weight
1134 gr
ISBN-13
978-0-471-57258-9 (9780471572589)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Persons
Content
DEVELOPING THE SELLING FUNCTION; Personal Selling; Purchasing and Account Management; Territory Management; Sales Ethics; STRATEGIC SALES PLANNING; Planning and Budgeting; Estimating Potentials and Forecasting Sales; Organization; BUILDING A SALES PROGRAM; Recruiting and Selecting Personnel; Training; Territory Design; CONTROLLING THE SALES FORCE; Motivating Salespeople; Compensating Salespeople; Leadership; Evaluating Sales Force Performance; Evaluating and Controlling Salespeople; Appendix; Key Word Glossary and Subject Index; Author Index; Company Index; Case Index.