SALES MANAGEMENT 2/E
2nd Edition
Published on 30. April 1994
Book
Paperback/Softback
704 pages
978-0-07-113402-6 (ISBN)
Description
Thoroughly updated and completely rewritten, this second edition aims to capture the vitality of sales management in an environment that is constantly changing. Noted for its realism in presenting the sales management function, the text incorporates examples of current practismes and includes realistic case studies, carefully developed to provide a variety of learning opportunities. The second edition has increased emphasis on professional selling, ethics, international issues, automation and sales technology, changes in personal selling, and gender and racial diversity of the sales force.
More details
Edition
2nd edition
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Professional and scholarly
Illustrations
illustrations facsim., maps
Dimensions
Height: 0 mm
Width: 0 mm
Thickness: 0 mm
ISBN-13
978-0-07-113402-6 (9780071134026)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
Part 1: Introduction to personal selling and sales management; The job of the sales manager; Careers in professional selling and sales management. Part 2: The personal selling function; evolution of professional selling; preliminary steps in the selling process; advanced steps in the selling process; territory development and time management. Part 3: Planning the sales effort; sales management environment; sales management planning; sales forecasting; sales budgeting. Part 4: Developing the sales force; organization of the sales force; sales personnel planning and recruiting; sales personnel selection process; slaes training and development. Part 5: Directing the sales force; sales leadership and supervision; sales incentives; sales compensation; international sales management. Part 6: evaluating sales force performance; developing and managing the sales evaluation programme; sales and cost analysis.