TY  - BOOK
AU  - Hisrich, Robert D.
AU  - Jackson, Ralph W.
TI  - Selling and sales management
SN  - 812046935
AV  - HF 5438.25 .H5 1993 
PY  - 1993///
CY  - New York
PB  - Barron's Educational Series, Inc.
KW  - SELLING
N1  - Includes index; 1. The Selling Process and Management -- 2. Recruiting and Selecting Salespeople -- 3. The Organizational Buyer and the Buying Process -- 4. Communication in Sales -- 5. Prospecting for Potential Sales -- 6. Preparing the Sales Call -- 7. The Sales Presentation -- 8. Handling Objections -- 9. Closing the Sale -- 10. The Follow up After the Sale -- 11. The Job of the Sales Manager -- 12. The Sales Organization -- 13. Designing Sales Territories --  14. Training the Sales Force -- 15. Sales-Forecasting Techniques -- 16. Budgets and Sales Quotas -- 17. Motivating and Leading the Sales Force -- 18. Compensating the Sales Force -- 19. Evaluating the Sales Force -- 20. Ethical and Legal Issues
ER  -