Sales Management
Published on 6. July 1990
Book
Paperback/Softback
320 pages
978-0-333-47383-2 (ISBN)
Description
The primary aim of this book is to provide undergraduate students with a suitable UK text which enables them to understand the concepts involved in managing the sales force. It seeks to debate some of the key management questions as they apply to the sales function. An ELBS/LPBB edition is available.
More details
Series
Language
English
Place of publication
Basingstoke
United Kingdom
Target group
College/higher education
Professional and scholarly
Illustrations
tables, index
Dimensions
Height: 234 mm
Width: 156 mm
Weight
488 gr
ISBN-13
978-0-333-47383-2 (9780333473832)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Bill Donaldson
Sales Management
Book
03/1998
2nd Edition
Palgrave Macmillan
€39.60
Article exhausted; check for reprint
Content
Part 1 Sales management in a marketing context: the role of selling and sales management; types of selling; characteristics of salespeople; buyer-seller interaction. Part 2 The organisation of selling effort: information for sales operations; choices in sales force organisation; territory management; setting sales targets. Part 3 Management of the sales force: recruitment and selection; training; leadership and supervision; remuneration; motivation; evaluation and control.