000			01636nam a2200229Ia 4500
003			NULRC
005			20250520100552.0
008			250520s9999 xx 000 0 und d
020			_a72398876
040			_cNULRC
050			_aHF 5438 .S78 2003
100			_aSpiro, Rosann L. _eauthor
245		0	_aManagement of a sales force / _cRosann L. Spiro, William J. Stanton and Gregory A. Rich
250			_aEleventh edition
260			_a[New Delhi] : _bMcGraw Hill Education, _cc2003
300			_axxiii, 564 pages : _billustrations ; _c26 cm.
504			_aIncludes index.
505			_aPart 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
650			_aSALES -- MANAGEMENT
700			_aStanton, William J.;Rich, Gregory A. _eco-author;author
942			_2lcc _cBK
999			_c8195 _d8195