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Sales management : analysis and decision making

Author: Thomas N Ingram
Publisher: Mason, Ohio : Thomson/South-Western, ©2004.
Edition/Format:   Print book : English : 5th edView all editions and formats
Summary:
"Sales Management: Analysis and Decision Making, 5e blends the most recent sales management research with real-life "best practices" of leading sales organizations. This text continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies."--Jacket.
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Details

Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Thomas N Ingram
ISBN: 0324191081 9780324191080
OCLC Number: 52307011
Description: xxi, 420 pages : illustrations ; 28 cm
Contents: Changing World of Sales Management --
Describing the Personal Selling Function --
Overview of Personal Selling --
Sales Careers --
Defining the Strategic Role of the Sales Function --
Organizational Strategies and the Sales Function --
Sales Organization Structure and Salesforce Deployment --
Developing Forecasts --
Developing the Salesforce --
Staffing the Salesforce: Recruitment and Selection --
Continual Development of the Salesforce: Sales Training --
Directing the Salesforce --
Sales Management Leadership and Supervision --
Motivation and Reward System Management --
Determining Salesforce Effectiveness and Performance --
Evaluating the Effectiveness of the Organization --
Evaluating the Performance of Salespeople.
Responsibility: Thomas N. Ingram [and others].

Abstract:

This text provides up-to-the-minute coverage of the trends and issues in sales management, equipping students with a strong foundation and the innovative skills needed for the 21st century and  Read more...

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