Sales management : analysis and decision making
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Mason, Ohio :
Thomson/South-Western ,
c2006
|
| Edition: | 6th ed |
| Subjects: |
Table of Contents:
- 1. Changing world of sales management
- 2. Overview of personal selling
- 3. Organizational strategies and the sales function
- 4. Sales organization structure and salesforce deployment
- 5. Staffing the salesforce: recruitment and selection
- 6. Continual development of the salesforce: sales training
- 7. Sales leadership, management, and supervision
- 8. Motivation and reward system management
- 9. Evaluating the effectiveness of the organization
- 10. Evaluating the performance of salespeople