Management of a sales force / Rosann L. Spiro, William J. Stanton and Gregory A. Rich

By: Contributor(s): Material type: TextTextPublication details: [New Delhi] : McGraw Hill Education, c2003Edition: Eleventh editionDescription: xxiii, 564 pages : illustrations ; 26 cmISBN:
  • 72398876
Subject(s): LOC classification:
  • HF 5438 .S78 2003
Contents:
Part 1. Introduction to sales force management -- 1. The field of sales force management -- 2. Strategic sales force management -- 3. Personal selling process -- Part 2. 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 3. Directing sales force operations -- 8. Motivating a sales force -- 9. Sales force compensation -- 10. Sales force expenses and transportation -- 11. Leadership of a sales force -- Part 4. Sales planning -- 12. Estimating market potential and forecasting sales -- 13. Sales territories -- Part 5. 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
Item type: Books
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Holdings
Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books Books National University - Manila LRC - Annex General Circulation Gen. Ed. - CBA GC HF 5438 .S78 2003 (Browse shelf(Opens below)) c.1 Available NULIB000005954

Includes index.

Part 1. Introduction to sales force management -- 1. The field of sales force management -- 2. Strategic sales force management -- 3. Personal selling process -- Part 2. 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 3. Directing sales force operations -- 8. Motivating a sales force -- 9. Sales force compensation -- 10. Sales force expenses and transportation -- 11. Leadership of a sales force -- Part 4. Sales planning -- 12. Estimating market potential and forecasting sales -- 13. Sales territories -- Part 5. 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

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