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Sales Management: Analysis and Decision Making

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Chapter 1 Changing World of Sales Management

Part 1 Describing the Personal Selling Function
Chapter 2 Overview of Personal Selling

Part 2 Defining the Strategic Role of the Sales Function
Chapter 3 Organizational Strategies and the Sales Function
Chapter 4 Sales Organization Structure and Salesforce Deployment

Part 3 Developing the Salesforce
Chapter 5 Acquiring Sales Talent: Recruitment
Chapter 6 Continual Development of the Salesforce: Sales Training

Part 4 Directing the Salesforce
Chapter 7 Sales Leadership, Management, and Supervision
Chapter 8 Motivation and Reward System Management

Part 5 Determining Salesforce Effectiveness and Performance
Chapter 9 Evaluating the Effectiveness of the Organization
Chapter 10 Evaluating the Performance of Salespeople

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Availability

5555129504

658.81 ING s

Pusat (Sirkulasi)

Available

Detail Information

Series Title

-

Call Number

658.81 ING s

Publisher

New York : Taylor & Francis., 2015

Collation

xxiii, 378p., Index. 21.5 x 28 cm

Language

English

ISBN/ISSN

978-0-7656-4451-0

Classification

658.81

Content Type

text

Media Type

-

Carrier Type

-

Edition

9

Subject(s)

MARKETING, SALES
MARKETING - DECISION MAKING

Specific Detail Info

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Statement of Responsibility

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