Calvin, Robert J.

Sales management demystified : a self-teaching guide / Robert J. Calvin. - New York : McGraw-Hill, c2007. - xiii, 400 p. : ill. ; 23 cm. - Demystified series .

Includes index.

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.

0071486542 (pbk. : alk. paper)

2006038612


Sales management.

HF5438.4 / .C345 2007

HF 5438.4 .C345 2007

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