Sales Management
1st Edition
Published on 27. August 2010
400 pages
978-1-136-36741-0 (ISBN)
Description
Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume.
The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising.
It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising.
It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
More details
Language
English
Place of publication
London
United Kingdom
Publishing group
Taylor & Francis Ltd
Target group
College/higher education
Product notice
Reflowable
File size
33,53 MB
ISBN-13
978-1-136-36741-0 (9781136367410)
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
Other editions
Additional editions
Chris Noonan
Sales Management
Book
01/1998
1st Edition
Butterworth-Heinemann
€95.10
Shipment within 15-20 days
Person
Chris J. Noonan
Content
Part 1 Functions and Organization of the Sales Force; Chapter 1 Roles and Functions in the Sales Force; Chapter 2 Sales Structures and Organization; Part 2 Developing a Motivating Sales Environment; Chapter 3 Motivational Management in the Sales Force; Chapter 4 Sales Management by Objectives; Chapter 5 Motivating Through Rewards and Incentives; Chapter 6 Providing Appraisals and Feedback for Motivation, Training and Discipline; Chapter 7 Communication in the Sales Force; Chapter 8 Sales Meetings and Conferences; Part 3 Sales Recruitment and Training; Chapter 9 Recruitment and Selection in the Sales Force; Chapter 10 Basic Sales Training; Chapter 11 Field Sales Training; Part 4 Planning, Forecasting and Performance Monitoring; Chapter 12 The Planning Process; Chapter 13 Sales Forecasting; Chapter 14 Performance Monitoring; Part 5 Management and Control of the Sales Force; Chapter 15 Territory Management; Chapter 16 Sales Force Administration; Chapter 17 Sales Management Control; Part 6 Developing the Business; Chapter 18 Trade Development; Chapter 19 Sales Promotion; Chapter 20 Merchandising at the Point of Sale; Chapter 21 Key Account Management; Chapter 22 Alternative Sales or Distribution Operations; Chapter 23 Developing International Markets;
