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 |
|---|---|---|---|---|
Books
|
Epoka University Library
|
HF 5438.4 .C345 2007 (Browse shelf) | Available |
Browsing Epoka University Library Shelves Close shelf browser
| HF 5438.25 .K367 2009 Lead, sell, or get out of the way : | HF 5438.25 .K367 2009 Lead, sell, or get out of the way : | HF5438.25 .P763 2004 Professional selling: a trust-based approach / | HF 5438.4 .C345 2007 Sales management demystified : | HF5438.4 .I54 2004 Sales management : | HF 5438.4 .S78 2003 Management of a sales force. | HF5439.5.H57 1998 Managing salespeople |
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.
There are no comments for this item.