Sales management demystified : a self-teaching guide
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York :
McGraw-Hill ,
c2007
|
| Series: | Demystified series
|
| Subjects: | |
| Online Access: | Table of contents only Contributor biographical information Publisher description |
MARC
| LEADER | 00000cam a2200000 7i4500 | ||
|---|---|---|---|
| 001 | 0000057287 | ||
| 005 | 20090322.0 | ||
| 008 | 061117s2007 nyu eng | ||
| 020 | |a 0071486542 (pbk. : alk. paper) | ||
| 020 | |a 9780071486545 (pbk. : alk. paper) | ||
| 090 | 0 | 0 | |a HF5438.4 |b .C345 2007 |
| 100 | 1 | |a Calvin, Robert J. , |e author | |
| 245 | 1 | 0 | |a Sales management demystified : |b a self-teaching guide |c Robert J. Calvin |
| 260 | |a New York : |b McGraw-Hill , |c c2007 | ||
| 300 | |a xiii, 400 p. : |b ill. ; |c 23 cm. | ||
| 440 | 0 | |a Demystified series | |
| 500 | |a Includes index | ||
| 505 | 0 | |a 1-Creating the sales force: 1. People, process, technology, performance -- 2-Hiring the best, terminating the rest: 2. Job description, candidate profile and sourcing -- 3. Screening and selecting -- Training for results: 4. Product, competitor and customer knowledge -- 5. Selling skills -- 6. Field coaching and sales meetings -- 4-Sales force compensation: 7. Total sales force compensation; The Mix Between fixed and performance pay -- 8. Salary, commission and bonus plans. reimbursed expenses -- 5-Sales force organization: 9. Channel choice and architecture -- 10. Sizing and deployment -- Time and territory management -- 6-Goal setting: 11. Sales forecasting and sales planning -- 7-Motivating sales people: 12. Recognition, feeling important, challenge and achievement, freedom and authority -- 13. Personal growth, esteem, belonging, leadership, sales contests -- 8-Performance management: 14. Performance evaluations -- Final thoughts | |
| 650 | 0 | |a Sales management | |
| 856 | 4 | 1 | |3 Table of contents only |u http://www.loc.gov/catdir/toc/ecip076/2006038612.html |
| 856 | 4 | 2 | |3 Contributor biographical information |u http://www.loc.gov/catdir/enhancements/fy0703/2006038612-b.html |
| 856 | 4 | 2 | |3 Publisher description |u http://www.loc.gov/catdir/enhancements/fy0703/2006038612-d.html |
| 999 | |a 1000117335 |b Book |c OPEN SHELF (30 DAYS) |e Gong Badak Campus | ||