Sales Management Simulation
Participant's Manual
3rd Edition
Published on 13. January 1992
Book
Paperback/Softback
168 pages
978-0-471-54987-1 (ISBN)
Description
This is the revised and updated edition of a game developed to help students better understand the job of a sales manager. Students make realistic decisions on hiring, firing, training, employee assignments, marketing research and observe the impact on the profits of their company.
More details
Edition
3rd 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
illustrations
Dimensions
Height: 278 mm
Width: 215 mm
Weight
397 gr
ISBN-13
978-0-471-54987-1 (9780471549871)
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.