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Managing Sales Professionals : the Reality of Profitability.

Author: William Winston; Joseph P Vaccaro
Publisher: Hoboken : Taylor and Francis, 2013.
Edition/Format:   eBook : Document : English
Summary:
This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales  Read more...
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Details

Genre/Form: Electronic books
Additional Physical Format: Print version:
Winston, William.
Managing Sales Professionals : The Reality of Profitability.
Hoboken : Taylor and Francis, ©2013
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: William Winston; Joseph P Vaccaro
ISBN: 9781136590542 1136590544
OCLC Number: 829461733
Notes: Case 10-3: The Cookie-Cracker Company.
Description: 1 online resource (415 pages)
Contents: Front Cover; Managing Sales Professionals; Copyright Page; Contents; Preface; Section 1: Sales Management-TheScenario; Chapter 1:The Role of Sales and Sales Management in Marketing; Selling Defined; Fields of Personal Selling; Telemarketers; Sales Management and the Salesperson; Skills Required to Be an Effective Salesperson; Sales Force Automation; Careers in Selling and Sales Management; Chapter 2:Preparing for the Sale; Locating the Prospect; Qualifying the Prospect; Planning the Sales Presentation; Case 2-1: Fergus Insurance Agency; Case 2-2: Corvette Town. Chapter 3:The Sales PresentationSecuring the Sales Interview; The Sales Opening; Communicating with Buyers; Demonstrations; Overcoming Objections; Closing the Sale; How to Serve and Keep Customers: The Follow-Up; Case 3-1: Baby World; Case 3-2: Gourmet Gadgets; Case 3-3: Rugco; Case 3-4: Fuzzy's Fur Store; Section 2: Sales Management Policies and Procedures; Chapter 4:Sales Policies; Product (Brand) Policies; Promotional Policies; Pricing Policies; Place (Distribution) Policies; Case 4-1: Wilson Manufacturing Company; Case 4-2: Super Skate Company; Case 4-3: Beacon Cosmetic Company. Case 4-4: The EarringerChapter 5:Sales Planning; The Sales Plan; Selling Objectives; Forecasting Sales; Economic Order Quantity; Budgets; Case 5-1: Aqua Pools; Case 5-2: Toney Corporation; Case 5-3: The Snack Food Company; Case 5-4: The Magri Corporation; Chapte 6:Organizing the Sales Effort; Sales Management Functions; The Sales Manager as a Leader; Sales Managers' Relations with Other Marketing Activities; Efficient Management of the Sales Force; Unions and Salespeople; Centralization and Decentralization of the Sales Organization; Case 6-1: Sweeney Apparel Corporation. Case 6-2: Tolley HomesCase 6-3: Penta Seed Company; Case 6-4: Dunlap InsuranceCompany; Chapter 7:Ethical and Legal Aspects of Selling; Ethics in Selling; Legal Aspects of Selling; Case 7-1: The Nutriment Company; Case 7-2: Tee Time Golf Manufacturing Company; Case 7-3: The Appliance Center; Case 7-4: Harry's; Case 7-5: Metabolic Labs; Section 3: Management of theSales Force; Chapter 8:Recruiting and Selecting the Salespeople; Planning for Recruiting and Selecting; Sources for Recruiting Salespeople; Steps in the Selection Process; Labor and Employment Laws; The Selection System. Case 8-1: Boutique Management CorporationCase 8-2: The Thomas Shoe Corporation; Case 8-3: Blitz Department Store; Case 8-4: The Ideal Box Company; Chapter 9:Planning and Conducting a Sales Training Program; Who Should Be Trained?; Who Should Do the Training?; Where Will the Salespeople Be Trained?; Establishing a Sales Training Program; Case 9-1: Kohler Industries; Case 9-2: Synthetics Corporation of America; Case 9-3: The Great Dilemma; Case 9-4: Cable Advertising; Chapter 10:Motivating the Sales Force; Methods Used in Motivating Salespeople; Case 10-1: FEDCO; Case 10-2: Kato Products.

Abstract:

This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff. The author, Joseph Vaccaro, uses an "integrated model" approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations an.

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