Sales management demystified : a self-teaching guide /
by Calvin, Robert J.Material type: BookSeries: Demystified series.Publisher: New York : McGraw-Hill, c2007Description: xiii, 400 p. : ill. ; 23 cm.ISBN: 0071486542 (pbk. : alk. paper).Subject(s): Sales managementOnline resources: Table of contents only | Contributor biographical information | Publisher description
|Item type||Location||Call number||Status||Date due|
Epoka University Library
|HF 5438.4 .C345 2007 (Browse shelf)||Available|
Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts.