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Sales management : a primer for frontier markets

Author: Robert Hinson; Ogechi Adeola; Abednego Feehi Okoe Amartey
Publisher: Charlotte : IAP - Information Age Publishing, Inc., [2018]
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:

By delving into the foundational concepts related to leveraging sales as a tool for organisational profit, this book gives readers important insights into the critical elements of the sales process,  Read more...

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Genre/Form: Electronic books
Additional Physical Format: Print version:
Hinson, Robert (Robert Ebo).
Sales management.
Charlotte : IAP - Information Age Publishing, inc., [2018]
(DLC) 2018028174
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Robert Hinson; Ogechi Adeola; Abednego Feehi Okoe Amartey
ISBN: 1641133481 9781641133487
OCLC Number: 1042076659
Description: 1 online resource
Contents: An introduction to personal selling --
The personal selling process --
General sales management --
Developing sales forecasts --
Field sales management : organising the sales effort --
Sales force planning, recruitment and selection --
Sales training --
Sales force reward systems and compensation plans --
Information management and customer relationship management --
Leading the sales force --
Evaluating sales force performance --
Answers to one quick quiz.
Responsibility: Robert E. Hinson, Ogechi Adeola, Abednego Feehi Okoe Amartey.

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