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Management of a sales force

Author: Rosann L Spiro; William J Stanton; Gregory A Rich
Publisher: Boston : McGraw-Hill/Irwin, ©2008.
Edition/Format:   Print book : English : 12th edView all editions and formats
Summary:

Reflects the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who use the internet to research their purchasing decisions. This book  Read more...

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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Rosann L Spiro; William J Stanton; Gregory A Rich
ISBN: 007352977X 9780073529776 9780071259446 0071259449
OCLC Number: 71947998
Notes: "The purpose of this book is to prepare future salespersons and sales force managers. The 12th edition reflects the changing social and technological changes that will affect sales force managers during the 2000s. Emphasis is placed on how the Internet is affecting personal selling and sales management practices"--Provided by publisher.
Description: xxiii, 584 pages : illustrations, maps ; 26 cm
Contents: PART I: Introduction to Sales Force Management 1: The Field of Sales Force Management 2: Strategic Sales Force Management 3: Personal Selling Process PART II: Organizing, Staffing, and Training a Sales Force 4: Sales Force Organization 5: Profiling and Recruiting Salespeople 6: Selecting and Hiring Applicants 7: Developing, Delivering, and Reinforcing a Sales Training Program PART III: Directing Sales Force Operations 8: Motivating a Sales Force 9: Sales Force Compensation 10: Sales Force Quotas & Expenses 11: Leadership of a Sales Force PART IV: Sales Planning 12: Sales Forecasting and Developing Budgets 13: Sales Territories PART V: Evaluating Sales Performance 14: Analysis of Sales Volume 15: Marketing Cost and Profitability Analysis 16: Evaluating a Salesperson's Performance 17: Ethical and Legal Responsibilities of Sales Managers Appendix A: Integrative Cases Appendix B: Careers in Sales Management.
Responsibility: Rosann L. Spiro, Gregory A. Rich, William J. Stanton.
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